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Apollo.io is a leading go-to-market platform trusted by over 500,000 companies globally. The company provides sales and marketing teams with verified contact data for 210+ million B2B contacts and 35 million companies, plus engagement and conversion tools in a unified platform. Founded in 2015, Apollo has raised ~$250M and is valued at $1.6B, backed by Sequoia Capital and Bain Capital Ventures.
As Account Manager for Mid Market, you will own a portfolio of Tier 1/Tier 2 mid-market customers, serving as the primary point of contact. Your focus is continuous activation, use-case expansion, and incremental revenue growth through consultative selling and trusted-advisor relationships.
Key responsibilities include identifying and closing expansion opportunities within your book of business; conducting virtual and in-person meetings for enablement, product activation, and business reviews; maintaining portfolio organization and seeing customer situations through to resolution; and collaborating cross-functionally with internal teams to ensure seamless customer experience.
You will drive upsell, cross-sell, and upgrade revenue through multi-threaded relationships with executive sponsors and day-to-day operators. You combine forecasting discipline with product fluency to uncover expansion opportunities. You maintain a 3x pipeline through inbound leads and targeted account planning, with a 40% win rate target. You conduct detailed account plans for your top 20% accounts, drive product activation analysis, and schedule customer meetings at a predetermined pace.
Expectations include consistently meeting monthly revenue targets as a fully-ramped account manager, generating 3x pipeline coverage, creating detailed account plans, conducting in-depth usage analysis, and delivering on account touches and customer engagement metrics.
The role requires 3+ years of B2B SaaS sales experience, a proven track record of meeting revenue targets, experience developing pipeline through inbound and account planning, comfort identifying expansion opportunities, and cross-functional collaboration skills. You must be able to work from the London WeWork office 3 days per week.
