Description
Role Overview:
The Account Management (AM) SMB role is newer within the Customer Success organization at Apollo.io. We are looking for someone who can thrive with a high level of ambiguity and change while maintaining a customer-centric approach at scale. In this role, you will act as the primary and often sole point of contact for a Tier 3 SMB customer portfolio and will be responsible for continuous activation and use case expansion across your book of business.
This role is remote in the Phillipines but will work US based hours.
Key Responsibilities:
- Close Incremental Business Opportunities: Identify and close expansion opportunities within Tier 3 SMB accounts.
- Drive Value and Growth: Conduct virtual meetings, including enablement and product activation sessions and business reviews, to drive value and growth with customers.
- Portfolio Ownership: Maintain a high level of organization and attention to detail, taking ownership of customer situations and seeing them through to resolution.
- Collaborate Cross-Functionally: Work closely with internal teams to ensure a seamless customer experience.
Core Competencies:
- 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 generate pipeline and close revenue through upsell, cross-sell, and upgrades.
- Curiosity: Eagerness to learn about sales tech, customer business models, and industry trends.
- Cross-Functional Collaboration: Ability to work effectively with internal teams to achieve mutual success.
Qualifications:
- 2-4 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:
- Achieve Monthly Revenue Targets: Consistently meet or exceed monthly revenue targets as a fully-ramped account manager.
Achieve Monthly Seat Expansion Targets: Consistently meet or exceed monthly seat expansions targets as a fully-ramped account manager
- Generate 3x Pipeline Coverage: Develop and maintain a pipeline that is three times the coverage needed, based on a 40% win rate.
- Account Plans Development: Create detailed account plans for the top 10% of your book of accounts, focusing on growth strategies and potential opportunities.
- Drive Product Activation: Conduct in-depth analysis of accounts' current usage to identify opportunities for product activation and increased adoption.
- Schedule Customer Meetings: Conduct at pace (pre determined) customer meetings per week to engage with and understand customer needs and opportunities.
- Deliver on Account Touches: Make at pace (pre determined) account touches per week to ensure consistent and proactive customer engagement.
