Account Manager (SMB)

• As an Account Manager within our SMB segment (1 to 200 employees), you will drive expansion revenue and retention across a book of business (~300 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
• 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
• Responsible for taking 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 and accomplish - running initial meetings, showing a demo of our platform, Salesforce hygiene and admin work, customer escalations, follow up meetings, pricing calls and various company calls and meetings
• Confident handling objections with a prospect on a call
• Ability to tier your account list to identify top expansion opportunities as well as top ‘at risk’ accounts
• Proficient in the sales process, and specifically the Discovery step. Asking questions in a consultative way and actively listening to tie back to value and business driven outcomes
• Collaborate with businesses that have a maximum of 200 employees
• Communicate directly with Director and above level contacts primarily within the sales, marketing, and RevOps departments
• Ability to effectively articulate how our platform can solve customer challenges to drive expansion opportunities
• Clearly articulate an overview of your pipeline and deals in your funnel at each stage
• Accurately predicting your most likely outcome within a 10% margin
• Bring your thinking, strategies, and ideas to advance our company’s values, unique culture, and vision for the future
• Engage as your unique self in a diverse, inclusive and high-performing team
• Thrive in a competitive environment, embracing challenges, enjoying objection handling, and using setbacks as fuel to improve and win
• Have a positive outlook, a strong ability to take responsibility for successes and failures, and a relentless drive to keep improving
• Maintain a sharp focus on your goals and a belief that your daily, weekly and monthly activities will help achieve them
• Possess a competitive spark, a hunger to win, and a determination to outperform in a fast-paced, high-stakes environment
• Be a self-starter who proactively identifies opportunities, takes initiative, and stays motivated in the face of multiple objections and “no’s.”
• Embody a team selling approach. Proactively engaging with leadership to support selling

Benefits

• Remote & in-person roles: Work from wherever you thrive, with all the tools and support you need to be successful.
• Flexible time off: We don’t count vacation days. When you need a break, take it — no strings attached.
• Competitive pay: We offer strong salaries, performance bonuses, and equity opportunities for most roles.
• Office and learning stipend: Get support for your growth with stipends for books, courses, and home office setup.
• Global healthcare coverage: Medical, dental, and vision benefits are available in the US, Canada, India, and other supported countries.
• Mental health and coaching support: Access professional coaching and mental health resources for you and your dependents.- Experience using strong consultative selling skills & sales process in their day to day
• Adaptable with the ability to pick up new technologies, assess situations quickly, and find smarter ways to achieve goals
• Coachable— loves to learn, receive feedback, and improve their skills
• Ability to communicate, present to, and influence key stakeholders across both technical and non-technical roles
• Proven track record of consistently meeting targets, min of 3 trailing quarters
• Top performer in your current role
• Must be willing to be in office 3 days per week
• Have at least 1 year of experience owning a large book of existing accounts (~500+ accounts) within the SMB segment (<200 employees), working majority expansion opportunities and owning retention. (SaaS experience is a plus)