At a Glance
- Tasks: Drive revenue and retention for small businesses while managing a portfolio of 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 team that values your unique ideas and contributions.
- Why this job: Make a real impact by helping small businesses thrive with our innovative platform.
- Qualifications: 1+ years in account management with strong sales and relationship-building skills.
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.
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. Take 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. Own time management and scheduling to structure your day, including initial meetings, platform demos, Salesforce hygiene and admin work, customer escalations, follow ups, pricing calls and company meetings. Confidently handle 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, with emphasis on the Discovery step.
- Ask questions in a consultative way and actively listen to tie back to value and business outcomes.
- Collaborate with businesses that have a maximum of 200 employees.
- Communicate directly with Director-level and above contacts primarily within sales, marketing, and RevOps.
- 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 predict the most likely outcome within a 10% margin.
Mindset and Behaviors
- Bring your thinking, strategies, and ideas to advance our company's values, culture, and vision for the future.
- Engage as your unique self in a diverse, inclusive and high-performing team.
- Thrive in a competitive environment, embrace challenges, enjoy objection handling, and use setbacks to improve and win.
- Maintain a positive outlook, take responsibility for successes and failures, and relentlessly pursue improvement.
- Keep a sharp focus on goals and understand daily, weekly, and monthly activities contribute to them.
- Demonstrate a competitive drive and a determination to outperform in a fast-paced environment.
- Be a self-starter who proactively identifies opportunities, takes initiative, and stays motivated amidst objections.
- Embody a team-selling approach and collaborate with leadership to support selling.
Have at least 1 year of experience owning a large book of existing accounts (~500+ accounts) within the SMB segment.
Account Manager, SMB employer: Zenleads, Inc.
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
✨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 Zenleads, Inc., 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 Zenleads, Inc.. 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
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 Zenleads, Inc.:When writing your cover letter, make sure to tailor your message specifically for Zenleads, Inc.. 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 Zenleads, Inc.
✨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 Zenleads, Inc. 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 Zenleads, Inc. 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 Zenleads, Inc.’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.
