other
Posted Apr 8Account Manager, SMB
at Apollo.io
Austin, United StatesHybrid
Responsibilities
- Manage the entire sales process from initial conversation, trial management, negotiation, legal, and close with an average deal cycle of 30 days or less.
- Negotiate a high volume of renewals (~10) each month within your book of business.
- Manage a pipeline of primarily inbound inquiries from your book of business to identify, engage, and develop relationships with potential buyers.
- Collaborate with businesses that have a maximum of 200 employees.
- Maintain a sharp focus on your goals and a belief that your daily, weekly and monthly activities will help achieve them
- Proven track record of consistently meeting targets, min of 3 trailing quarters •
Requirements
- Apollo.io is the leading go-to-market solution for revenue teams, trusted by over 500,000 companies and millions of users globally, from rapidly growing startups to some of the world's largest enterprises.
- Capable of time management and accountable to own your schedule to structure your day and accomplish - running initial meetings, showing a demo of our platform, Salesforce hygiene and admin work, customer escalations, follow up meetings, pricing calls and various company calls and meetings.
- Ability to effectively articulate how our platform can solve customer challenges to drive expansion opportunities.
- experience owning a large book of existing accounts (~500+ accounts) within the SMB segment (<200 employees), working majority expansion opportunities and owning retention. (SaaS experience is a plus)
- Experience using strong consultative selling skills & sales process in their day to day.
- Ability to communicate, present to, and influence key stakeholders across both technical and non-technical roles.
- Adaptable with the ability to pick up new technologies, assess situations quickly, and find smarter ways to achieve goals.
- Apollo.io is an AI-native company built on a culture of continuous improvement.
- If you're energized by finding smarter, faster ways to get things done using AI and automation, you'll thrive here.
Benefits
- Founded in 2015, the company is one of the fastest growing companies in SaaS, raising approximately $250 million to date and valued at $1.6 billion.
- Bring your thinking, strategies, and ideas to advance our company’s values, unique culture, and vision for the future.
- The listed Pay Range reflects the total cash compensation inclusive of annual base salary and annual bonus as applicable.
- For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonus target and annual base salary for the role.
- This salary range may be inclusive of several career levels at Apollo and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location.
- Applicants interested in this role who are not located in the US may request the annual salary range for their location during the interview process. Additional
- benefits for this role may include: equity; company bonus or sales commissions/bonuses; 401(k) plan; at least 10 paid holidays per year, flex PTO, and parental leave; employee assistance program and wellbeing benefits; global travel coverage; life/AD&D/STD/LTD insurance; FSA/HSA and medical, dental, and vision benefits.
Additional details
- Apollo.io provides sales and marketing teams with easy access to verified contact data for over 210 million B2B contacts and 35 million companies worldwide, along with tools to engage and convert these contacts in one unified platform.
- By helping revenue professionals find the most accurate contact information and automating the outreach process, Apollo.io turns prospects into customers. Apollo raised a series D in 2023 and is backed by top-tier investors, including Sequoia Capital, Bain Capital Ventures, and more, and counts the former President and COO of Hubspot, JD Sherman, among its board members.
- As an Account Manager within our SMB segment (1 to 200 employees), you will drive expansion revenue and retention across a book of business ( ~300 accounts) with Apollo’s largest customer segment: small businesses.
- You will be responsible for managing and growing relationships with our existing customers.
- Your primary focus will be ensuring customers achieve their desired outcomes with our platform, maximizing account value, and identifying expansion opportunities.
- You will work closely with Customer Success, Support, Onboarding and Product teams to deliver a seamless customer experience.
- This is a hybrid role, three days in office. Day in the life…
- Responsible for taking 5+ meetings per day between upsells and renewals, running 25+ meetings per week.
- Confident handling objections with a prospect on a call.
- Ability to tier your account list to identify top expansion opportunities as well as top ‘at risk’ accounts.