Sales Manager, Mid-Market Account Management

Summary

Join Apollo.io as a Manager and thrive in a dynamic environment, supporting and building a data-driven team to drive business growth through customer expansion and retention. You will directly manage 7+ Mid-Market Account Managers, overseeing revenue and retention, providing coaching and performance management, and developing processes and insights. This role involves collaborating across various departments, managing cross-functional projects, and building playbooks for account management and renewals. You will need to balance customer needs with business objectives, leverage product capabilities, and coach your team to generate pipeline and close revenue. The position requires significant experience in sales and team management within a high-growth technology company.

Requirements

• 6+ years of experience in Business Development, Sales, Renewals Management, or Account Management
• 2+ years of experience managing metrics-driven customer-facing teams within a high-growth technology company
• Proven track record of leading and coaching a team responsible for driving revenue growth, managing expansions, and increasing product adoption
• Excellent written and verbal communication skills, with the ability to present to diverse audiences
• Strong organizational skills, with expertise in prioritization and time management
• Experience working cross-functionally with product teams to serve as the voice of the customer
• Ability to navigate ambiguity with perseverance and a positive attitude

Responsibilities

• Hire, onboard, and develop a team of engaged and high-performing Account Managers through thoughtful enablement, performance coaching, and career development planning
• Manage the team’s daily activities to drive value-added touchpoints with customers and pipeline generation
• Implement renewal and expansion forecasting cadence within your team and regularly deliver an accurate forecast summary to leadership
• Ensure the team has the necessary ongoing enablement in relevant areas, including sales process training, product knowledge, pricing, opportunity management, data quality/accuracy, quoting, and forecasting
• Support your direct reports by joining customer meetings, internal account team meetings, and escalating issues as necessary internally
• Take a lead role in collaborating with internal resources (Deal Strategy, Finance, Customer Success, Sales, etc.) to develop playbooks for common account management and renewal scenarios
• Develop trusted relationships with Sales and Customer Success Leadership through regular stakeholder engagement and proactive collaboration

Benefits

• Remote-first company
• Invest deeply in your growth
• Resources, support, and autonomy to own your role and make a real impact