Account Manager II, SMB at Apollo.io

Austin, Texas, United States

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Not SpecifiedCompensation

Mid-level (3 to 4 years)Experience Level

Full TimeJob Type

UnknownVisa

SaaS, Technology, Sales, MarketingIndustries

Requirements

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 from your book of business 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
Capable of time management and accountable to own your schedule to structure your day (e.g., running initial meetings, demos, Salesforce hygiene, customer escalations, follow-ups, pricing calls, company meetings)
Confident handling objections with prospects on calls
Ability to tier account list to identify top expansion opportunities and top ‘at risk’ accounts
Proficient in the sales process, especially Discovery step: asking consultative questions, actively listening, tying back to value and business outcomes
Collaborate with businesses that have a maximum of 200 employees
Communicate directly with Director and above level contacts primarily in sales, marketing, and RevOps departments
Effectively articulate how the platform solves customer challenges to drive expansion opportunities
Clearly articulate an overview of pipeline and deals in funnel at each stage
Accurately predict most likely outcomes within a 10% margin
Bring thinking, strategies, and ideas to advance company values, culture, and vision
Engage as your unique self in a diverse, inclusive, high-performing team
Thrive in a competitive environment, embracing challenges, enjoying objection handling, using setbacks to improve and win
Positive outlook, strong ability to take responsibility for successes and failures, relentless drive to improve
Maintain sharp focus on goals

Responsibilities

Drive expansion revenue and retention across a book of business (~500 accounts) in the SMB segment (1-200 employees)
Manage and grow relationships with existing customers
Ensure customers achieve desired outcomes with the platform
Maximize account value and identify expansion opportunities
Work closely with Customer Success, Support, Onboarding, and Product teams to deliver seamless customer experience

Skills

Key technologies and capabilities for this role

Account ManagementCustomer RetentionRevenue ExpansionSales Pipeline ManagementRenewal NegotiationSMB SalesCustomer SuccessSales Process ExecutionDeal NegotiationInbound Sales

Questions & Answers

Common questions about this position

Is this a remote role or does it require office time?

This is a Hybrid role requiring three days in office.

What are the key responsibilities of this Account Manager role?

You will manage a book of ~500 SMB accounts, drive expansion revenue and retention, negotiate ~10 renewals monthly, run 25+ meetings per week, create 3x pipeline month over month, and achieve monthly/quarterly quotas.

What sales skills are required for this position?

Key skills include managing the full sales process (discovery, demos, negotiation, close), handling objections confidently, tiering accounts for expansion and risk, consultative questioning, active listening, and strong time management.

What is the typical meeting and pipeline volume expected?

You are responsible for taking 5+ meetings per day (25+ per week) between upsells and renewals, and consistently creating 3x pipeline month over month.

What makes a strong candidate for this Account Manager II role?

Strong candidates excel in consultative sales, pipeline management, high-volume renewals and meetings, objection handling, and cross-functional collaboration with Customer Success, Support, Onboarding, and Product teams.

Apollo.io

Sales intelligence and engagement platform

About Apollo.io

Apollo.io provides a platform designed to enhance sales processes and improve outreach for businesses. Its main features include prospecting intelligence, which helps users identify and research potential leads, and enrichment job change alerts that keep databases accurate with extensive data points. The platform also offers sales engagement analytics, allowing users to create multi-channel outreach sequences. Additionally, Apollo.io supports API integrations for data enrichment and custom workflows. Unlike many competitors, Apollo.io focuses on a subscription-based model that offers various pricing tiers, catering to both small businesses and large enterprises. The company's goal is to optimize sales strategies and increase revenue for its clients while ensuring data privacy and security through compliance with industry standards.

San Francisco, CaliforniaHeadquarters

2015Year Founded

$244.3MTotal Funding

SERIES_DCompany Stage

Enterprise Software, CybersecurityIndustries

1,001-5,000Employees

Benefits

Health Insurance

Dental Insurance

Vision Insurance

Flexible Spending Account (FSA)

Health Savings Account (HSA)

Financial Planning

Risks

Rapid growth may strain Apollo.io's operational capabilities and customer service.

New executive hires could lead to strategic shifts misaligned with customer expectations.

Emerging competitors like Zitadel may challenge Apollo.io's market position.

Differentiation

Apollo.io offers verified contact data for over 210 million B2B contacts.

The platform integrates sales intelligence with engagement tools in one unified solution.

Apollo.io's compliance with ISO, SOC 2, and GDPR ensures high data security standards.

Upsides

Apollo.io ranked 125 on the 2024 Deloitte Technology Fast 500 with 954% growth.

The company raised $250 million, reaching a valuation of $1.6 billion.

Apollo.io's multi-channel outreach aligns with rising sales engagement trends.

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