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.

Responsibilities

Drive expansion revenue and retention across a book of business (~300 accounts); 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; Manage a pipeline of primarily inbound inquiries from your book of business; 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; Tier your account list to identify top expansion opportunities and at-risk accounts; Communicate directly with Director and above level contacts primarily within sales, marketing, and RevOps departments; Articulate how the platform can solve customer challenges to drive expansion opportunities; Accurately predict your most likely outcome within a 10% margin

Requirements

Have at least 1 year of experience owning a large book of existing accounts (~500+ accounts) within the SMB segment; 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

Nice to have

AI and automation enthusiasm

Benefits

Investment in your growth; Resources, support, and autonomy; Collaboration across departments; Freedom to experiment and take smart risks