Account Manager, SMB

Apollo.io

Account Manager focusing on expansion revenue and retention for SMB customers at Apollo.io. Managing relationships and ensuring customer success with Apollo’s platform.

Posted 7/7/2026full-timeAustin • Texas • 🇺🇸 United StatesJunior💰 $110,000 - $130,000 per yearWebsite

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

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

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

NegotiationSalesforceRenewal ManagementDiscovery ProcessTime Management

Soft Skills

AdaptabilityCommunicationCoachableRelationship BuildingObjection Handling