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. This is a hybrid role, three days in office. 

Day in the life…

Pipeline & Sales Process Execution 

• 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.

Sales Strategy & Deal Management

• 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.

Mindset and Behaviors 

• 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. 

Qualifications

• 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)
• Top performer in your current role. 
• Proven track record of consistently meeting targets, min of 3 trailing quarters
• Experience using strong consultative selling skills & sales process in their day to day.
• Ability to communicate, present to, and influence key stakeholders across both technical and non-technical roles.
• 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.
• Must be willing to be in office 3 days per week