Account Manager, SMB in London

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. Founded in 2015, the company is one of the fastest growing companies in SaaS, raising approximately $250 million to date and valued at $1.6 billion. Apollo.io provides sales and marketing teams with easy access to verified contact data for over 210 million B2B contacts and 35 million companies worldwide, along with tools to engage and convert these contacts in one unified platform.

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 various tasks.
• 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, 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.
• Clearly articulate an overview of your pipeline and deals in your funnel at each stage.

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.
• Maintain a sharp focus on your goals and a belief that your daily, weekly and monthly activities will help achieve them.
• Be a self-starter who proactively identifies opportunities, takes initiative, and stays motivated in the face of multiple objections and “no’s.”

Qualifications

• Have at least 1 year of experience owning a large book of existing accounts (~500+ accounts) within the SMB segment (<200>
• Top performer in your current role.
• Proven track record of consistently meeting targets, minimum of 3 trailing quarters.
• Experience using strong consultative selling skills & sales process in their day to day.
• Must be willing to be in office 3 days per week.

We are AI Native. Apollo.io is an AI-native company built on a culture of continuous improvement. We’re on the front lines of driving productivity for our customers—and we expect the same mindset from our team.

Why You’ll Love Working at Apollo

At Apollo, we’re driven by a shared mission: to help our customers unlock their full revenue potential. That’s why we take extreme ownership of our work, move with focus and urgency, and learn voraciously to stay ahead. We invest deeply in your growth, ensuring you have the resources, support, and autonomy to own your role and make a real impact.