Account Manager - SMB

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.