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 270 million B2B contacts, along with tools to engage and convert these contacts in one unified platform. By helping revenue professionals find the most accurate contact information and automating the outreach process, Apollo.io turns prospects into customers. Apollo raised a series D in 2023 and is backed by top-tier investors, including Sequoia Capital, Bain Capital Ventures, and more, and counts the former President and COO of Hubspot, JD Sherman, among its board members. Apollo.io is growing rapidly, with 900% revenue growth since 2021, and is looking for world-class talent to keep building with us.
Role Overview:The Mid-Market Account Management (AM) team is a newer addition to the Customer Success organization at Apollo.io. As a Senior Manager, you will thrive in an environment with a high level of ambiguity and change while maintaining a customer-centric approach at scale. You will support and continue to build a data-driven and motivated team whose efforts will drive Apollo.io's business growth through expansions in the existing customer base and increased product adoption. You will directly manage 4+ Mid-Market AMs, overseeing the overall revenue and retention of your team's portfolio. Your role includes providing 1:1 coaching and performance management, helping to develop processes and insights to grow the team today and influence program design for the future. You will identify and help build ongoing playbooks and influence the tooling AMs need for success. Additionally, you will manage impactful cross-functional projects and initiatives across Product, Engineering, Sales, Customer Success, Onboarding, Marketing, Legal, and Marketing.
Key Responsibilities:- Team Leadership & Development:
- 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.
- Strategic Execution:
- Implement renewal and expansion forecasting cadence within your team and regularly deliver an accurate forecast summary to Customer Success and Sales 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 & Collaboration:
- 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.
- Customer-Centric Mentality: Balance customer needs with business objectives.
- Product Aptitude: Enthusiastically explore product capabilities to drive usage and adoption.
- Revenue Mindset: Proven ability to coach a team that generates pipeline and closes revenue through upsell, cross-sell, and upgrades.
- Cross-Functional Collaboration: Ability to work effectively with internal teams to achieve mutual success.
- 10+ years of experience in Business Development, Sales, Renewals Management, or Account Management.
- 4+ 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.
What You’ll Love About Apollo
Besides the great compensation package and culture that thrives in openness and excellence, we invest tremendous effort into developing our remote employees’ careers. The team embraces that we have a sole purpose: to help customers maximize their full revenue potential on the Apollo platform. This mindset opens us up to a lot of creative approaches to making customers successful at scale. You’ll be a significant part of a lean, remote team, empowered to really own your role as a proactive educator. We’re very collaborative at Apollo, so you’ll be able to lean on your teammates, even in adjacent departments, to help you achieve lofty goals. You’ll be supported and encouraged to experiment and take educated risks that lead to big wins. And, you’ll have a whole team remotely by your side to help you do it!
