Account Manager, Smb

**About Apollo.io**Apollo.io is the leading go-to-market solution for revenue teams, trusted by over 500,000 companies and millions of users globally, from rapidly growing startups to some of the world's largest enterprises.Apollo.io provides sales and marketing teams with easy access to verified contact data for over 270 million B2B contacts, along with tools to engage and convert these contacts in one unified platform.By helping revenue professionals find the most accurate contact information and automating the outreach process, Apollo.io turns prospects into customers.Apollo raised a series D in **** and is backed by top-tier investors, including Sequoia Capital, Bain Capital Ventures, and more, and counts the former President and COO of Hubspot, JD Sherman, among its board members.Apollo.io is growing rapidly, with 900% revenue growth since ****, and is looking for world-class talent to keep building with us.**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**:We're seeking individuals who possess:- **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**:To excel in this role, you'll need:- 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 expansion 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 a pre-determined number of customer meetings per week to engage with and understand customer needs and opportunities.- **Deliver on Account Touches**: Make a pre-determined number of account touches per week to ensure consistent and proactive customer engagement.**What You'll Love About Apollo**:Besides the great compensation package and a culture that thrives on openness and excellence, we invest heavily in the career development of our employees.The team is united by a single purpose: helping customers maximize their full revenue potential on the Apollo platform.This mindset opens up creative approaches to making customers successful at scale.You will be a key part of a lean, diverse, hybrid team, empowered to own your role as a proactive educator.We are highly collaborative at Apollo, so you'll have teammates from all over the Globe (USA, India, Canada, Philippines, Argentina, Colombia, and more) even from adjacent departments, to help you achieve ambitious goalsYou'll be supported and encouraged to experiment, take calculated risks, and achieve big wins.