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ApolloApolloUnited States

Account Manager, Mid-Market

Manage a mid-market customer portfolio at Apollo.io, acting as primary point of contact to drive product adoption, identify expansion opportunities, and close upsell/cross-sell revenue through business reviews and account planning. Requires 4-5 years B2B SaaS sales experience with a proven revenue track record.

200k – 210k
Remote4+ YOEAccount Management

About the role

Key Responsibilities

  • Identify and close expansion opportunities within Tier 1/Tier 2 Mid Market accounts.
  • Conduct virtual meetings, including enablement and product activation sessions and business reviews, to drive value and growth with customers.
  • Maintain a high level of organization and attention to detail, taking ownership of customer situations and seeing them through to resolution.
  • Work closely with internal teams to ensure a seamless customer experience.

Core Competencies

  • Balance customer needs with business objectives.
  • Enthusiastically explore product capabilities to drive usage and adoption.
  • Proven ability to generate pipeline and close revenue through upsell, cross-sell, and upgrades.
  • Eagerness to learn about sales tech, customer business models, and industry trends.
  • Ability to work effectively with internal teams to achieve mutual success.

Qualifications

  • 4-5 years of experience in B2B SaaS sales, preferably in product-led growth environments.
  • Proven track record of consistently meeting monthly or quarterly revenue targets.
  • Experience in developing a 3x pipeline through a blend of inbound leads and targeted account planning.
  • Comfortable identifying additional use cases and expansion opportunities.
  • Experience working cross-functionally with customer success, support, marketing, legal, and product teams.

Goals & Activity Expectations

  • Consistently meet or exceed monthly revenue targets as a fully-ramped account manager.
  • Develop and maintain a pipeline that is three times the coverage needed, based on a 40% win rate.
  • Create detailed account plans for the top 20% of your book of accounts, focusing on growth strategies and potential opportunities.
  • Conduct in-depth analysis of accounts' current usage to identify opportunities for product activation and increased adoption.
  • Conduct customer meetings per week to engage with and understand customer needs and opportunities.
  • Make account touches per week to ensure consistent and proactive customer engagement.

Skills

B2B SaaS SalesAccount ManagementPipeline GenerationUpsellCross-SellProduct ActivationCustomer SuccessSalesforce

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