Overview
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. Founded in 2015, the company is one of the fastest growing in SaaS, raising approximately $250 million to date and valued at $1.6 billion. Apollo.io provides sales and marketing teams with 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, with board members including the former President and COO of Hubspot, JD Sherman.
Role Account Manager within our SMB segment (1 to 200 employees). You will drive expansion revenue and retention across a book of business (~500 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.
Responsibilities
Pipeline & Sales Process Execution: 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 to identify, engage, and develop relationships with potential buyers.
Take 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.
Time management and ownership of your schedule to structure your day, including initial meetings, platform demos, Salesforce hygiene and admin work, customer escalations, follow-up meetings, pricing calls and other company meetings.
Confidently handle objections with prospects on calls.
Sales Strategy & Deal Management:
Tier your account list to identify top expansion opportunities and at-risk accounts.
Proficient in the Discovery step; ask questions in a consultative way and tie back to value and business outcomes.
Collaborate with businesses that have a maximum of 200 employees.
Communicate with Director-level and above contacts primarily within sales, marketing, and RevOps.
Articulate how the platform solves customer challenges to drive expansion opportunities.
Clearly articulate pipeline and deals at each stage of the funnel.
Accurately predict most likely outcomes within a 10% margin.
Mindset and Behaviors:
Contribute to the company values, culture, and vision.
Engage as your authentic self in a diverse, inclusive, high-performing team.
Thrive in a competitive environment, embracing challenges and objections.
Take responsibility for successes and failures with a drive to improve.
Focus on goals and the activities that drive them.
Maintain a competitive spark and a determination to outperform in a fast-paced setting.
Be a self-starter who identifies opportunities and stays motivated amid objections and setbacks.
Embody a team-selling approach, engaging with leadership to support selling.
Qualifications
Have at least 1 year of experience owning a large book of existing accounts (~500+ accounts) within the SMB segment.
Top performer in your current role.
Proven track record of consistently meeting targets, including at least 3 trailing quarters.
Experience using strong consultative selling skills and a sales process in day-to-day activities.
Ability to communicate, present to, and influence key stakeholders across technical and non-technical roles.
Adaptable with the ability to learn new technologies, assess situations quickly, and find smarter ways to achieve goals.
Coachable— loves to learn, receive feedback, and improve skills.
Must be willing to be in the office 3 days per week.
The listed pay range reflects total cash compensation including base salary and annual bonuses as applicable. For sales roles, the range includes On Target Earnings (OTE) and will be narrowed during the interview process based on experience, qualifications, and location. Applicants not located in the US may request the annual salary range for their location during the interview process.
Benefits Additional benefits for this role may include: equity; company bonus or sales commissions/bonuses; 401(k); 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. Annual Pay Range $110,000 — $130,000 USD.
Apollo AI-forward Vision Apollo.io is an AI-native company built on a culture of continuous improvement. We’re on the front lines of driving productivity for our customers—and we expect the same mindset from our team. If you're energized by finding smarter, faster ways to get things done using AI and automation, you'll thrive here.
Why You’ll Love Working at Apollo At Apollo, we’re driven by a shared mission: to help our customers unlock their full revenue potential. We take extreme ownership of our work, move with focus and urgency, and learn voraciously to stay ahead. We invest deeply in your growth, ensuring you have the resources, support, and autonomy to own your role and make a real impact. Collaboration is at our core—we’re all for one, meaning you’ll have a team across departments ready to help you succeed. We encourage bold ideas and courageous action, giving you the freedom to experiment, take smart risks, and drive big wins.
If you’re looking for a place where your work matters, where you can push boundaries, and where your career can thrive—Apollo is the place for you.
Learn more here!
#J-18808-Ljbffr
Role Account Manager within our SMB segment (1 to 200 employees). You will drive expansion revenue and retention across a book of business (~500 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.
Responsibilities
Pipeline & Sales Process Execution: 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 to identify, engage, and develop relationships with potential buyers.
Take 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.
Time management and ownership of your schedule to structure your day, including initial meetings, platform demos, Salesforce hygiene and admin work, customer escalations, follow-up meetings, pricing calls and other company meetings.
Confidently handle objections with prospects on calls.
Sales Strategy & Deal Management:
Tier your account list to identify top expansion opportunities and at-risk accounts.
Proficient in the Discovery step; ask questions in a consultative way and tie back to value and business outcomes.
Collaborate with businesses that have a maximum of 200 employees.
Communicate with Director-level and above contacts primarily within sales, marketing, and RevOps.
Articulate how the platform solves customer challenges to drive expansion opportunities.
Clearly articulate pipeline and deals at each stage of the funnel.
Accurately predict most likely outcomes within a 10% margin.
Mindset and Behaviors:
Contribute to the company values, culture, and vision.
Engage as your authentic self in a diverse, inclusive, high-performing team.
Thrive in a competitive environment, embracing challenges and objections.
Take responsibility for successes and failures with a drive to improve.
Focus on goals and the activities that drive them.
Maintain a competitive spark and a determination to outperform in a fast-paced setting.
Be a self-starter who identifies opportunities and stays motivated amid objections and setbacks.
Embody a team-selling approach, engaging with leadership to support selling.
Qualifications
Have at least 1 year of experience owning a large book of existing accounts (~500+ accounts) within the SMB segment.
Top performer in your current role.
Proven track record of consistently meeting targets, including at least 3 trailing quarters.
Experience using strong consultative selling skills and a sales process in day-to-day activities.
Ability to communicate, present to, and influence key stakeholders across technical and non-technical roles.
Adaptable with the ability to learn new technologies, assess situations quickly, and find smarter ways to achieve goals.
Coachable— loves to learn, receive feedback, and improve skills.
Must be willing to be in the office 3 days per week.
The listed pay range reflects total cash compensation including base salary and annual bonuses as applicable. For sales roles, the range includes On Target Earnings (OTE) and will be narrowed during the interview process based on experience, qualifications, and location. Applicants not located in the US may request the annual salary range for their location during the interview process.
Benefits Additional benefits for this role may include: equity; company bonus or sales commissions/bonuses; 401(k); 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. Annual Pay Range $110,000 — $130,000 USD.
Apollo AI-forward Vision Apollo.io is an AI-native company built on a culture of continuous improvement. We’re on the front lines of driving productivity for our customers—and we expect the same mindset from our team. If you're energized by finding smarter, faster ways to get things done using AI and automation, you'll thrive here.
Why You’ll Love Working at Apollo At Apollo, we’re driven by a shared mission: to help our customers unlock their full revenue potential. We take extreme ownership of our work, move with focus and urgency, and learn voraciously to stay ahead. We invest deeply in your growth, ensuring you have the resources, support, and autonomy to own your role and make a real impact. Collaboration is at our core—we’re all for one, meaning you’ll have a team across departments ready to help you succeed. We encourage bold ideas and courageous action, giving you the freedom to experiment, take smart risks, and drive big wins.
If you’re looking for a place where your work matters, where you can push boundaries, and where your career can thrive—Apollo is the place for you.
Learn more here!
#J-18808-Ljbffr