Apollo.io

Account Manager, SMB

Apollo.io

full-time

Posted on:

Location Type: Hybrid

Location: Austin • Texas • United States

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Salary

💰 $110,000 - $130,000 per year

Job Level

Junior

About the role

  • 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.
  • Responsible for taking 5+ meetings per day between upsells and renewals, running 25+ meetings per week.
  • Consistently create 3x pipeline month over month.
  • Achieve and exceed monthly and quarterly quotas
  • 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.
  • 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.
  • Proficient in the sales process, and specifically the Discovery step. Asking questions in a consultative way and actively listening to tie back to value and business driven outcomes.
  • Collaborate with businesses that have a maximum of 200 employees.
  • Communicate directly with Director and above level contacts primarily within the sales, marketing, and RevOps departments.
  • Ability to effectively articulate how our platform can solve customer challenges to drive expansion opportunities.
  • Clearly articulate an overview of your pipeline and deals in your funnel at each stage.
  • Accurately predicting your most likely outcome within a 10% margin.

Requirements

  • Have at least 1 year of 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)
  • Top performer in your current role.
  • Proven track record of consistently meeting targets, min of 3 trailing quarters
  • 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.
  • Coachable— loves to learn, receive feedback, and improve their skills.
  • Must be willing to be in office 3 days per week
Benefits
  • equity
  • company bonus or sales commissions/bonuses
  • 401(k) plan
  • at least 10 paid holidays per year
  • flex PTO
  • 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
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
sales processconsultative sellingpipeline managementquota achievementaccount managementnegotiationobjection handlingcustomer escalationSaaS experienceDiscovery step
Soft Skills
time managementcommunicationadaptabilitycoachablerelationship buildingactive listeninginfluencingpresentation skillsproblem solvingaccountability