Account Manager, Mid-Market

Apollo.io

7h•$200,000 - $210,000•Remote

About The Position

The Account Management (AM) Mid-Market 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 1 / Tier 2 Mid Market customer portfolio and will be responsible for continuous activation and use case expansion across your book of business.

Requirements

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.
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.

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.
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 at pace (pre determined) customer meetings per week to engage with and understand customer needs and opportunities.
Make at pace (pre determined) account touches per week to ensure consistent and proactive customer engagement.