Account Manager, Mid-Market

Role Overview:

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.

Key Responsibilities:

• Close Incremental Business Opportunities: Identify and close expansion opportunities within Tier 1/Tier 2 Mid Market 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:

• 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.