At a Glance
- Tasks: Drive revenue and retention for small businesses while managing relationships with ~300 accounts.
- Company: Join a dynamic tech company focused on empowering small businesses.
- Benefits: Hybrid work model, competitive salary, and opportunities for professional growth.
- Other info: Be part of a diverse, high-performing team that values your unique ideas.
- Why this job: Make a real impact by helping small businesses thrive with our innovative platform.
- Qualifications: 1+ years of experience managing a large book of SMB accounts.
The predicted salary is between 35000 - 45000 € per year.
As an Account Manager within our SMB segment (1 to 200 employees), you will drive expansion revenue and retention across a book of business (~300 accounts) with Apollo’s largest customer segment: small businesses. You will be responsible for managing and growing relationships with our existing customers. Your primary focus will be ensuring customers achieve their desired outcomes with our platform, maximizing account value, and identifying expansion opportunities. You will work closely with Customer Success, Support, Onboarding and Product teams to deliver a seamless customer experience. This is a hybrid role, three days in office.
Day in the life
- 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.
Sales Strategy & Deal Management
- 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.
Mindset and Behaviors
- Bring your thinking, strategies, and ideas to advance our company’s values, unique culture, and vision for the future.
- Engage as your unique self in a diverse, inclusive and high-performing team.
- Thrive in a competitive environment, embracing challenges, enjoying objection handling, and using setbacks as fuel to improve and win.
- Have a positive outlook, a strong ability to take responsibility for successes and failures, and a relentless drive to keep improving.
- Maintain a sharp focus on your goals and a belief that your daily, weekly and monthly activities will help achieve them.
- Possess a competitive spark, a hunger to win, and a determination to outperform in a fast-paced, high-stakes environment.
- Be a self-starter who proactively identifies opportunities, takes initiative, and stays motivated in the face of multiple objections and “no’s.”
- Embody a team selling approach. Proactively engaging with leadership to support selling.
Qualifications
- Have at least 1 year of experience owning a large book of existing accounts (~500+ accounts) within the SMB segment.
Account Manager, SMB employer: Apollo.io
At Apollo, we pride ourselves on being an exceptional employer, particularly for our Account Managers in the SMB segment. Our hybrid work model fosters a balanced work-life environment, while our commitment to employee growth is evident through continuous training and collaboration with cross-functional teams. Join us to be part of a diverse and inclusive culture that values your unique contributions and empowers you to drive meaningful outcomes for small businesses.
StudySmarter Expert Advice🤫
We think this is how you could land Account Manager, SMB
✨Tip Number 1
Network like a pro! Get out there and connect with people in the industry. Attend events, join online forums, and don’t be shy about reaching out on LinkedIn. The more connections you make, the better your chances of landing that Account Manager role.
✨Tip Number 2
Practice your pitch! You’ll need to articulate how you can drive expansion revenue and retention effectively. Role-play with friends or family to get comfortable discussing your experience and how it aligns with the job description. Confidence is key!
✨Tip Number 3
Follow up after interviews! A quick thank-you email can go a long way. Mention something specific from your conversation to remind them why you’re the perfect fit for managing those 300 accounts. It shows you’re genuinely interested and proactive.
✨Tip Number 4
Don’t forget to apply through our website! We love seeing candidates who are enthusiastic about joining us. Plus, it’s a great way to ensure your application gets the attention it deserves. Let’s get you that Account Manager position!
We think you need these skills to ace Account Manager, SMB
Some tips for your application 🫡
Tailor Your Application:Make sure to customise your CV and cover letter for the Account Manager role. Highlight your experience with SMBs and how you've driven expansion revenue in the past. We want to see how you can bring value to our team!
Showcase Your Sales Skills:In your application, don’t shy away from sharing specific examples of your sales achievements. Whether it’s managing renewals or upselling, we love to see numbers that demonstrate your success. Let us know how you’ve hit those quotas!
Be Authentic:We’re all about embracing individuality at StudySmarter. When writing your application, let your personality shine through! Share your unique approach to customer relationships and how you handle challenges.
Apply Through Our Website:To make sure your application gets the attention it deserves, apply directly through our website. It’s the best way for us to see your enthusiasm for the role and keep everything organised on our end!
How to prepare for a job interview at Apollo.io
✨Know Your Accounts
Before the interview, take some time to research the types of small businesses you’ll be working with. Understand their challenges and how the platform can help them achieve their goals. This will show your potential employer that you’re proactive and ready to hit the ground running.
✨Master the Sales Process
Familiarise yourself with the entire sales process, especially the Discovery step. Be prepared to discuss how you would handle initial conversations, trial management, and negotiations. Practising your pitch and objection handling will give you the confidence to articulate how the platform can solve customer challenges.
✨Showcase Your Time Management Skills
Since this role involves managing a high volume of accounts and meetings, be ready to discuss how you prioritise tasks and manage your schedule. Share specific examples of how you’ve successfully balanced multiple responsibilities in the past, demonstrating your ability to stay organised and efficient.
✨Emphasise Team Collaboration
This position requires working closely with various teams like Customer Success and Support. Highlight your experience in collaborating with different departments and how you’ve contributed to a seamless customer experience. Showing that you value teamwork will resonate well with the interviewers.
