Account Manager, SMB

Apollo.io is the leading go-to-market solution for revenue teams, trusted by over 500,000 companies and millions of users globally, from rapidly growing startups to some of the world's largest enterprises. Founded in 2015, the company is one of the fastest growing companies in SaaS, raising approximately $250 million to date and valued at $1.6 billion. Apollo.io provides sales and marketing teams with easy access to verified contact data for over 210 million B2B contacts and 35 million companies worldwide, along with tools to engage and convert these contacts in one unified platform. By helping revenue professionals find the most accurate contact information and automating the outreach process, Apollo.io turns prospects into customers.

Role Overview:

The Account Management (AM) SMB role is newer within the Customer Success organization at Apollo.io. We are looking for someone who can thrive with a high level of ambiguity and change while maintaining a customer-centric approach at scale. In this role, you will act as the primary and often sole point of contact for a Tier 3 SMB customer portfolio and will be responsible for continuous activation and use case expansion across your book of business.

Key Responsibilities:

• Close Incremental Business Opportunities: Identify and close expansion opportunities within Tier 3 SMB accounts.
• Drive Value and Growth: Conduct virtual meetings, including enablement and product activation sessions and business reviews, to drive value and growth with customers.
• Portfolio Ownership: Maintain a high level of organization and attention to detail, taking ownership of customer situations and seeing them through to resolution.
• Collaborate Cross-Functionally: Work closely with internal teams to ensure a seamless customer experience.

Core Competencies:

• Customer-Centric Mentality: Balance customer needs with business objectives.
• Product Aptitude: Enthusiastically explore product capabilities to drive usage and adoption.
• Revenue Mindset: Proven ability to generate pipeline and close revenue through upsell, cross-sell, and upgrades.
• Curiosity: Eagerness to learn about sales tech, customer business models, and industry trends.
• Cross-Functional Collaboration: Ability to work effectively with internal teams to achieve mutual success.

Qualifications:

• 2-4 years of experience in B2B SaaS sales, preferably in product-led growth environments.
• Proven track record of consistently meeting monthly or quarterly revenue targets.
• Experience in developing a 3x pipeline through a blend of inbound leads and targeted account planning.
• Comfortable identifying additional use cases and expansion opportunities.
• Experience working cross-functionally with customer success, support, marketing, legal, and product teams.

Goals & Activity Expectations:

• Achieve Monthly Revenue Targets: Consistently meet or exceed monthly revenue targets as a fully-ramped account manager.
• Achieve Monthly Seat Expansion Targets: Consistently meet or exceed monthly seat expansions targets as a fully-ramped account manager.
• Generate 3x Pipeline Coverage: Develop and maintain a pipeline that is three times the coverage needed, based on a 40% win rate.
• Account Plans Development: Create detailed account plans for the top 10% of your book of accounts, focusing on growth strategies and potential opportunities.
• Drive Product Activation: Conduct in-depth analysis of accounts' current usage to identify opportunities for product activation and increased adoption.
• Schedule Customer Meetings: Conduct at pace (pre-determined) customer meetings per week to engage with and understand customer needs and opportunities.
• Deliver on Account Touches: Make at pace (pre-determined) account touches per week to ensure consistent and proactive customer engagement.

Why You’ll Love Working at Apollo

At Apollo, we’re driven by a shared mission: to help our customers unlock their full revenue potential. That’s why we take extreme ownership of our work, move with focus and urgency, and learn voraciously to stay ahead.

As a remote-first company, we invest deeply in your growth, ensuring you have the resources, support, and autonomy to own your role and make a real impact. Collaboration is at our core—we’re all for one, meaning you’ll have a team across departments ready to help you succeed. We encourage bold ideas and courageous action, giving you the freedom to experiment, take smart risks, and drive big wins.

If you’re looking for a place where your work matters, where you can push boundaries, and where your career can thrive—Apollo is the place for you.

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How many years of experience in relevant technical customer-facing roles with demonstrated success in fast-paced environments? *

Since this role involves regular communication with our U.S.-based clients, fluent English and strong communication skills are essential. Are you comfortable with this requirement? *

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Will you now or in the future require work visa sponsorship to legally work in Colombia? If yes, what is your current work authorization? *

We may be working on establishing an entity in Colombia, but the timeline is still unknown. That being said, you would be starting out as a contractor for this position. Contractors do NOT get full medical/health benefits, but at the moment they are eligible for employee perks (stipends, bonuses, etc.). Knowing this, would you still like to move forward? *