Account Manager, SMB

The role

You will drive expansion revenue and retention for a book of approximately 300 SMB accounts. You will manage the sales process, negotiate renewals, and ensure customers achieve desired outcomes with the platform.

What you will do

• Manage the entire sales process from initial conversation to close
• Negotiate approximately 10 renewals each month
• Manage a pipeline of inbound inquiries to identify and develop relationships
• Conduct 5+ meetings per day between upsells and renewals
• Create 3x pipeline month over month
• Achieve and exceed monthly and quarterly quotas
• Perform Salesforce hygiene and admin work
• Tier account lists to identify expansion and at risk accounts
• Communicate with Director and above level contacts
• Predict most likely outcomes within a 10% margin

Required qualifications

• At least 1 year of experience owning a large book of existing accounts (~500+ accounts) within the SMB segment (<200 employees)
• Experience working majority expansion opportunities and owning retention
• Top performer in current role
• Proven track record of consistently meeting targets, min of 3 trailing quarters
• Experience using strong consultative selling skills and sales process
• Ability to communicate, present to, and influence key stakeholders across technical and non-technical roles
• Adaptable with the ability to pick up new technologies
• Coachable
• Must be willing to be in office 3 days per week

Nice to have

• SaaS experience

About the company

Apollo.io is a go-to-market solution for revenue teams, providing access to verified contact data and engagement tools. The company was founded in 2015 and is valued at $1.6 billion.