Hybrid SMB Account Manager: Expansion & Retention

United States Digital Space LLC; Austin (TX); Hybrid; USD 110,000 - 130,000; Full time

Benefits offered by this job

Equity

Bonuses/Commissions

401(k)

Paid holidays

Flex PTO

Parental leave

Wellbeing program

Travel coverage

Insurance

FSA/HSA

Medical, dental, and vision

Job summary

Apollo.io in Austin, Texas, is seeking an Account Manager for our SMB segment. You will drive expansion and retention across a book of ~300 accounts, collaborating with Customer Success, Support, Onboarding and Product to ensure a seamless customer experience.

This is a hybrid role with three in-office days. You should have 1+ year of owning large account books (>500 accounts) in SMB, a proven track record of meeting targets, strong consultative selling, and the ability to influence

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.
• 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

Responsibilities

• 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 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.
• Own scheduling, demos, Salesforce hygiene, escalations, and pricing calls.

Skills

Account management

SaaS sales

Consultative selling

Relationship building

Target achievement

Tools

Salesforce

Job description

Apollo.io in Austin, Texas, is seeking an Account Manager for our SMB segment. You will drive expansion and retention across a book of ~300 accounts, collaborating with Customer Success, Support, Onboarding and Product to ensure a seamless customer experience.

This is a hybrid role with three in-office days. You should have 1+ year of owning large account books (>500 accounts) in SMB, a proven track record of meeting targets, strong consultative selling, and the ability to influence