Account Manager, SMB Hybrid, 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. 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.

Account Manager – SMB Segment (1 to 200 employees) – You will drive expansion revenue and retention across a book of business of approximately 300 accounts with Apollo’s largest customer segment: small businesses. 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.

• Pipeline & Sales Process Execution
• Manage the entire sales process from initial conversation, trial management, negotiation, legal, to 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.
• Manage time effectively and own your schedule to accomplish initial meetings, demos, Salesforce hygiene, customer escalations, follow-ups, pricing calls, and various company calls.
• Handle objections confidently on call.

• Sales Strategy & Deal Management
• Tier your account list to identify top expansion opportunities as well as at-risk accounts.
• Proficient in the sales process, especially the Discovery step, asking consultative questions and listening to tie back to value and business-driven outcomes.
• Collaborate with businesses that have a maximum of 200 employees.
• Communicate directly with Directors and above, primarily within sales, marketing, and RevOps departments.
• Effectively articulate how our platform can solve customer challenges to drive expansion opportunities.
• Clearly articulate an overview of your pipeline and deals at each stage.
• Accurately predict your most likely outcome within a 10% margin.

• Mindset and Behaviors
• Bring your strategies to advance our company’s values, culture, and vision for the future.
• Engage as your unique self in a diverse, inclusive, high-performing team.
• Thrive in a competitive environment, embracing challenges, enjoying objection handling, and using setbacks as fuel to improve and win.
• Maintain a positive outlook, take responsibility for successes and failures, and drive continuous improvement.
• Focus sharply on goals and believe daily activities help achieve them.
• Possess a competitive spark, hunger to win, and determination to outperform in a fast-paced, high-stakes environment.
• Be a self-starter who proactively identifies opportunities, takes initiative, and stays motivated amid objections and rejections.
• Embody a team-selling approach and proactively engage leadership to support selling.

• Qualifications
• At least 1 year of experience owning a large book of existing SMB accounts (~500+ accounts), focusing on expansion opportunities and retention.
• SaaS experience is a plus.
• Top performer in your current role.
• Proven track record of consistently meeting targets, with a minimum of 3 trailing quarters.
• Experience using consultative selling skills and a structured sales process daily.
• Ability to communicate, present to, and influence key stakeholders across 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 skills.
• 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. If you’re energized by finding smarter, faster ways to get things done using AI and automation, you’ll thrive here.

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. Collaboration is at our core—we’re all for one, meaning you’ll have a team across departments ready to help you succeed. We encourage bold ideas and courageous action, giving you the freedom to experiment, take smart risks, and drive big wins. If you’re looking for a place where your work matters, where you can push boundaries, and where your career can thrive—Apollo is the place for you.