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.