Account Manager, SMB

<div class="content-intro"><p><a class="notion-link-token notion-focusable-token notion-enable-hover" href="http://apollo.io/" data-token-index="0"><span class="link-annotation-7a57a4e3-9668-4c92-9fb1-a9318bf3a91b--723603012">Apollo.io</span></a> 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. 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. <a class="notion-link-token notion-focusable-token notion-enable-hover" href="http://apollo.io/" data-token-index="2"><span class="link-annotation-7a57a4e3-9668-4c92-9fb1-a9318bf3a91b--723603012">Apollo.io</span></a> 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, <a class="notion-link-token notion-focusable-token notion-enable-hover" href="http://apollo.io/" data-token-index="4"><span class="link-annotation-7a57a4e3-9668-4c92-9fb1-a9318bf3a91b--723603012">Apollo.io</span></a> 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.</p></div><div><iframe style="width: 797px; height: 447px; display: table; margin-left: auto; margin-right: auto;" src="https://www.youtube.com/embed/gSOa0bFWx5M" width="797" height="447"></iframe></div> <div> </div> <p>As an <strong>Account Manager within our SMB segment </strong>(1 to 200 employees), you will drive expansion revenue and retention across a book of business <strong>(</strong>~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 <strong>hybrid</strong> role, three days in office. </p> <p><strong>Day in the life… <br><br></strong><strong>Pipeline Sales Process Execution </strong></p> <ul> <li>Manage the entire sales process from initial conversation, trial management, negotiation, legal, and close with an average deal cycle of 30 days or less. </li> <li>Negotiate a high volume of renewals (~10) each month within your book of business. </li> <li>Manage a pipeline of primarily inbound inquiries from your book of business to identify, engage, and develop relationships with potential buyers.</li> <li>Responsible for taking 5+ meetings per day between upsells and renewals, running 25+ meetings per week. </li> <li>Consistently create 3x pipeline month over month.</li> <li>Achieve and exceed monthly and quarterly quotas</li> <li>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.</li> <li>Confident handling objections with a prospect on a call.</li> </ul> <p><strong>Sales Strategy Deal Management</strong></p> <ul> <li>Ability to tier your account list to identify top expansion opportunities as well as top ‘at risk’ accounts.</li> <li>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 d ... (truncated, view full listing at source)