Sales Manager, SMB Account Management

Summary

Join Apollo.io, a leading go-to-market solution provider, as a Manager to lead and develop a team of Account Managers. You will be responsible for driving revenue growth, managing expansions, and increasing product adoption within your team's portfolio. This role involves providing coaching and performance management, developing processes and insights, and collaborating with cross-functional teams to achieve mutual success. You will also be responsible for implementing renewal and expansion forecasting cadence, ensuring the team has the necessary enablement, and supporting your direct reports by joining customer meetings and escalating issues as needed.

Requirements

• 4+ years of experience in Business Development, Sales, Renewals Management, or Account Management
• 1+ 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

• 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