Account Manager II, SMB

• Drive expansion revenue and retention across a book of business (~500 accounts) with Apollo’s largest customer segment: Small businesses
• Manage and grow relationships with our existing customers
• Ensure customers achieve their desired outcomes with our platform, maximizing account value, and identifying expansion opportunities
• Work closely with Customer Success, Support, Onboarding and Product teams to deliver a seamless customer experience
• 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
• 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
• 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

• 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
• 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

SaaS experience is a plus

• 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