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Salary: USD 110,000 - 130,000 / annual
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 $250 million and is valued at $1.6 billion, backed by Sequoia Capital, Bain Capital Ventures, and others.
As an Account Manager in the SMB segment (1–200 employees), you will manage a book of approximately 300 accounts, driving expansion revenue and retention. Your primary responsibilities include ensuring customers achieve desired outcomes with the platform, maximizing account value, and identifying expansion opportunities. You will work closely with Customer Success, Support, Onboarding, and Product teams to deliver seamless customer experiences.
Key responsibilities include:
- Managing the entire sales process from initial conversation through trial, negotiation, and close (typical 30-day cycle)
- Negotiating approximately 10 renewals per month within your book of business
- Managing a pipeline of primarily inbound inquiries to identify and develop relationships with potential buyers
- Taking 5+ meetings per day (25+ per week) between upsells and renewals
- Creating 3x pipeline month over month
- Achieving and exceeding monthly and quarterly quotas
- Tiering your account list to identify top expansion and at-risk accounts
- Using consultative selling and discovery techniques to articulate how the platform solves customer challenges
- Communicating directly with Director-level and above contacts in sales, marketing, and RevOps departments
- Accurately predicting pipeline outcomes within a 10% margin
You will thrive in a competitive, fast-paced environment, bringing strategic thinking, embracing challenges, and maintaining a relentless drive to improve. The role requires strong time management, self-motivation, and a team-selling approach. This is a hybrid position requiring three days per week in the Austin office.
Requirements:
- Minimum 1 year of experience owning a large book of existing accounts (500+ accounts) within the SMB segment (<200 employees), with majority expansion opportunities and retention ownership (SaaS experience preferred)
- Top performer in current role with proven track record of consistently meeting targets for minimum 3 trailing quarters
- Strong consultative selling skills and structured sales process experience
- Ability to communicate, present to, and influence key stakeholders across technical and non-technical roles
- Adaptability with ability to pick up new technologies, assess situations quickly, and find smarter ways to achieve goals
- Coachable mindset with love of learning and receiving feedback
- Willingness to be in office 3 days per week
