SMB Account Manager: Growth & Renewals (Hybrid)

Apollo.io; Austin (TX); Hybrid; USD 110,000 - 130,000; Full time

Benefits offered by this job

Equity

Sales commissions/bonuses

401(k)

10+ paid holidays per year

Flex PTO

Parental leave

Wellbeing benefits

Global travel coverage

Life/AD&D/STD/LTD insurance

Medical/Dental/Vision benefits

Job summary

Apollo.io in Austin, TX, is seeking an Account Manager in SMB to drive expansion revenue and retention across ~300 accounts. You will partner with Customer Success, Support, Onboarding and Product to deliver a seamless customer experience; this is a hybrid role with in-office 3 days per week.

The ideal candidate has 1+ year in SMB account ownership (500+ accounts), proven quota attainment, strong consultative selling, and the ability to influence stakeholders.

Qualifications

• Have at least 1 year of experience owning a large book of existing accounts (~500+ accounts) within the SMB segment (<200 employees), with expansion and retention responsibility.
• Top performer with a track record of meeting targets for at least 3 trailing quarters.
• Experience using strong consultative selling skills and a defined sales process.
• Ability to communicate, present to, and influence key stakeholders across technical and non-technical roles.
• Adaptable to new technologies; quick to assess situations and find smarter ways to reach goals.
• Coachable; eager to learn, accept feedback, and improve.
• Willing to be in office 3 days per week.

Responsibilities

• Manage the entire sales process from initial conversation to close; typical deal cycle ~30 days.
• Negotiate a high volume of renewals (~10) per month within your book.
• Develop relationships with potential buyers from inbound inquiries.
• Hold 5+ meetings per day (upsells and renewals) and 25+ per week.
• Create 3x pipeline month over month.
• Achieve and exceed monthly and quarterly quotas.
• Own your schedule: demos, Salesforce hygiene, follow-ups, pricing calls, and cross-functional meetings.
• Handle objections confidently on calls.
• Tier accounts to identify top expansion opportunities and at-risk accounts.
• Collaborate with Directors and above in sales/marketing/RevOps.
• Articulate how Apollo can solve customer challenges and drive expansion.
• Forecast outcomes with a disciplined approach (~10% margin).

Skills

Account management

SaaS sales

Consultative selling

Stakeholder communication

Adaptability

Coachable

In-office presence

Tools

Salesforce

Job description

Apollo.io in Austin, TX, is seeking an Account Manager in SMB to drive expansion revenue and retention across ~300 accounts. You will partner with Customer Success, Support, Onboarding and Product to deliver a seamless customer experience; this is a hybrid role with in-office 3 days per week.

The ideal candidate has 1+ year in SMB account ownership (500+ accounts), proven quota attainment, strong consultative selling, and the ability to influence stakeholders.