At a Glance
- Tasks: Drive revenue growth and build relationships with small businesses using our innovative platform.
- Company: Join Apollo.io, a fast-growing SaaS company valued at $1.6 billion.
- Benefits: Enjoy a hybrid work model, competitive salary, and opportunities for professional growth.
- Other info: Be part of a diverse team that values collaboration and bold ideas.
- Why this job: Make a real impact by helping customers unlock their revenue potential.
- Qualifications: 1+ years in account management, preferably in SaaS, with a proven track record.
The predicted salary is between 35000 - 45000 £ per year.
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.
Account Manager, SMB in London employer: Apollo.io
Apollo.io is an exceptional employer that fosters a culture of continuous improvement and collaboration, making it an ideal place for an Associate Solutions Consultant II to thrive. With a strong focus on employee growth, the company provides ample resources and support, empowering you to take ownership of your role and make a significant impact. Located in a fast-paced SaaS environment, Apollo encourages innovative thinking and bold ideas, ensuring that your contributions are valued and recognised.
StudySmarter Expert Advice🤫
We think this is how you could land Account Manager, SMB in London
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Account Manager, SMB at Apollo.io, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Apollo.io. Tailor your message to explain why you’re drawn to them and how you can contribute as a Account Manager, SMB. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Account Manager, SMB in London
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Apollo.io:When writing your cover letter, make sure to tailor your message specifically for Apollo.io. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Apollo.io
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Apollo.io that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Apollo.io that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Apollo.io’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
