Account Manager responsible for account management and sales strategies in the Enterprise Direct Sales team. Focusing on customer satisfaction and incremental revenue opportunities across Florida locations.
About the role
- Account Manager for SMB segment responsible for managing and growing relationships with existing customers at Apollo.io. Focus on maximizing account value and identifying expansion opportunities.
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 primarily inbound inquiries from your book of business to identify, engage, and develop relationships with potential buyers.
- Responsible for taking 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
- Capable of time management and accountable to own your schedule to structure your day and accomplish - running initial meetings, showing a demo of our platform, Salesforce hygiene and admin work, customer escalations, follow up meetings, pricing calls and various company calls and meetings.
- Confident handling objections with a prospect on a call.
- Ability to tier your account list to identify top expansion opportunities as well as top ‘at risk’ accounts.
- Proficient in the sales process, and specifically the Discovery step. Asking questions in a consultative way and actively listening to tie back to value and business driven outcomes.
- Collaborate with businesses that have a maximum of 200 employees.
- Communicate directly with Director and above level contacts primarily within the sales, marketing, and RevOps departments.
- Ability to effectively articulate how our platform can solve customer challenges to drive expansion opportunities.
- Clearly articulate an overview of your pipeline and deals in your funnel at each stage.
- Accurately predicting 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 (<200 employees), working majority expansion opportunities and owning retention. (SaaS experience is a plus)
- 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
Benefits
- equity
- company bonus or sales commissions/bonuses
- 401(k) plan
- at least 10 paid holidays per year
- flex PTO
- parental leave
- employee assistance program and wellbeing benefits
- global travel coverage
- life/AD&D/STD/LTD insurance
- FSA/HSA and medical, dental, and vision benefits
Job title
Job type
Experience level
Salary
Degree requirement
No Education Requirement
Location requirements
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