Sales Manager, SMB Account Management

📌 Core Information

🔹 Job Title: Sales Manager, SMB Account Management

🔹 Company: Apollo.io

🔹 Location: Remote, United States

🔹 Job Type: Full-time

🔹 Category: Sales & Business Development

🔹 Date Posted: April 17, 2025

🔹 Experience Level: 5-10 years

🔹 Remote Status: Remote

🚀 Job Overview

Key aspects of this role include:

• Managing a team of SMB Account Managers to drive revenue growth and account retention
• Developing processes and insights to enhance team performance
• Supporting cross-functional initiatives across various departments
• Coaching and mentoring team members to help them grow professionally

ASSUMPTION: This role requires a balance of strategic thinking, team management, and cross-functional collaboration. The ideal candidate will have experience in a similar role and be comfortable working in a dynamic, high-growth environment.

📋 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 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 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.

ASSUMPTION: This role involves a mix of strategic planning, team management, and customer interaction. The ideal candidate will be able to balance these responsibilities effectively and thrive in a fast-paced, high-growth environment.

🎯 Required Qualifications

Education: Bachelor's degree in Business, Marketing, or a related field (or equivalent experience)

Experience: 4+ years of experience in Business Development, Sales, Renewals Management, or Account Management. 1+ years of experience managing metrics-driven customer-facing teams within a high-growth technology company.

Required Skills:

• 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

Preferred Skills:

• Experience with Salesforce or similar CRM platforms
• Familiarity with data analysis and visualization tools (e.g., Tableau, Looker)

ASSUMPTION: The ideal candidate will have a strong background in sales or account management, with a proven track record of driving revenue growth and managing teams. Experience with relevant tools and platforms is a plus but not required.

💰 Compensation & Benefits

Salary Range: $120,000 - $180,000 per year (based on industry standards for a Sales Manager role with 5-10 years of experience in a high-growth technology company)

Benefits:

• Health, dental, and vision insurance
• 401(k) plan with company match
• Unlimited PTO and flexible work arrangements
• Employee stock options

Working Hours: Full-time (40 hours per week) with flexible scheduling and remote work options

ASSUMPTION: The salary range provided is an estimate based on industry standards for a Sales Manager role with the given experience level and location. The actual salary may vary depending on factors such as the candidate's specific experience and the company's budget.

📌 Applicant Insights

🔍 Company Context

Industry: Software Development, specifically focused on sales engagement, lead generation, and revenue intelligence

Company Size: 501-1,000 employees (mid-sized company with a startup-like culture)

Founded: 2015, with a strong track record of growth and success in the B2B sales and marketing space

Company Description:

• Apollo.io is an all-in-one AI sales platform that helps businesses find leads, engage prospects, and close deals
• The company offers intelligent tools such as AI agents, email deliverability, automation, and call assistance
• Apollo.io is trusted by millions of professionals across 500,000 organizations worldwide

Company Specialties:

• Sales Engagement
• Lead Generation
• Predictive Analytics
• Lead Scoring
• Sales Strategy
• Conversation Intelligence
• Sales Enablement
• Lead Routing
• Sales Development
• Email Engagement
• Revenue Intelligence
• Sales Operations
• Sales Intelligence
• Sales Engagement
• Lead Intelligence
• Prospecting
• and B2B Data

Company Website: https://www.apollo.io/

ASSUMPTION: Apollo.io is a well-established company in the sales and marketing technology space, with a strong focus on innovation and customer success. The company's culture is dynamic and fast-paced, with a strong emphasis on collaboration and growth.

📊 Role Analysis

Career Level: Mid-level to senior management, with opportunities for growth and advancement within the company

Reporting Structure: This role reports directly to the VP of Sales or a similar executive position

Work Arrangement: Remote work with flexible scheduling, allowing for a healthy work-life balance

Growth Opportunities:

• Potential to advance to a director or VP-level position within the sales organization
• Opportunities to expand into other areas of the business, such as product management or marketing
• Chance to work on high-impact projects and initiatives that drive the company's growth and success

ASSUMPTION: This role offers significant opportunities for professional growth and development, both within the sales organization and across the broader company. The ideal candidate will be eager to take on new challenges and grow with the company.

🌍 Location & Work Environment

Office Type: Remote, with no physical office location required

Office Location(s): N/A (remote work only)

Geographic Context:

• The United States is the primary market for Apollo.io, with a strong focus on the domestic sales and marketing industry
• The company has a global customer base, with opportunities to work with international clients and teams
• The remote work environment allows for flexibility and the ability to work from anywhere with a stable internet connection

Work Schedule: Full-time (40 hours per week) with flexible scheduling and the ability to work asynchronously with team members in different time zones

ASSUMPTION: The remote work environment at Apollo.io offers a high degree of flexibility and autonomy, allowing employees to balance their personal and professional responsibilities effectively.

💼 Interview & Application Insights

Typical Process:

• Initial phone or video screen with a member of the HR team or a manager from the sales organization
• Behavioral and situational interview with the hiring manager or a panel of interviewers
• Case study or role-play exercise to assess the candidate's problem-solving and strategic thinking skills
• Final interview with the VP of Sales or another senior executive

Key Assessment Areas:

• Sales and management experience
• Strategic thinking and problem-solving skills
• Communication and interpersonal skills
• Cultural fit and alignment with Apollo.io's core values

Application Tips:

• Tailor your resume and cover letter to highlight your relevant experience and skills for this role
• Be prepared to discuss your sales strategy and approach to account management in detail
• Demonstrate your ability to work collaboratively and cross-functionally with other teams and departments

ATS Keywords: Sales Manager, SMB Account Management, Team Leadership, Strategic Execution, Sales Process Training, Product Knowledge, Pricing, Opportunity Management, Data Quality, Forecasting, Account Management, Collaboration, Communication, Organizational Skills, Time Management

ASSUMPTION: The interview process at Apollo.io is designed to assess the candidate's sales and management experience, as well as their cultural fit and alignment with the company's core values. The ideal candidate will be able to demonstrate their ability to thrive in a dynamic, high-growth environment and make a significant impact on the company's success.

🛠️ Tools & Technologies

• Salesforce or similar CRM platforms
• Data analysis and visualization tools (e.g., Tableau, Looker)
• Project management and collaboration tools (e.g., Asana, Trello, Slack)
• Video conferencing and communication tools (e.g., Zoom, Google Meet)

ASSUMPTION: The ideal candidate will have experience with relevant tools and platforms, but the company is willing to provide training and support to help new employees get up to speed quickly.

👔 Cultural Fit Considerations

Company Values:

• Take Extreme Ownership
• Move with Focus and Urgency
• Learn Voraciously

Work Style:

• Collaborative and team-oriented
• Fast-paced and dynamic
• Results-driven and focused on continuous improvement

Self-Assessment Questions:

• Do you take full responsibility for your work and proactively seek to improve your performance?
• Are you able to work effectively in a fast-paced, high-growth environment and adapt to change quickly?
• Do you have a growth mindset and a strong desire to learn and develop your skills?

ASSUMPTION: Apollo.io values candidates who are proactive, results-driven, and committed to continuous learning and improvement. The ideal candidate will be able to thrive in a dynamic, fast-paced environment and contribute to the company's ongoing success.

⚠️ Potential Challenges

• Managing a remote team and ensuring consistent performance and engagement
• Balancing strategic planning and execution with day-to-day team management and customer interactions
• Navigating a dynamic, high-growth environment with frequent changes and priorities
• Working cross-functionally with various departments and stakeholders to drive alignment and collaboration

ASSUMPTION: The ideal candidate will be able to navigate these challenges effectively and thrive in a dynamic, high-growth environment.

📈 Similar Roles Comparison

• This role is similar to other sales management positions, but with a focus on SMB account management and a strong emphasis on strategic execution and team development
• Apollo.io's remote work environment and focus on growth and development set it apart from other companies in the industry
• Career progression in this role may lead to opportunities in other areas of the business, such as product management or marketing

ASSUMPTION: This role offers a unique blend of strategic planning, team management, and customer interaction, with significant opportunities for professional growth and development.

📝 Sample Projects

• Developing and implementing a new forecasting process to improve accuracy and efficiency
• Creating and delivering sales training sessions to enhance product knowledge and skills
• Collaborating with cross-functional teams to develop playbooks and best practices for common account management scenarios

ASSUMPTION: These sample projects illustrate the strategic, collaborative, and customer-focused nature of the role, as well as the opportunity to work on high-impact initiatives that drive the company's growth and success.

❓ Key Questions to Ask During Interview

• How does Apollo.io support the professional growth and development of its sales managers?
• What are the key priorities for this role in the first 30, 60, and 90 days?
• How does Apollo.io foster collaboration and alignment across different departments and teams?
• What are the most significant challenges facing the sales organization, and how can this role help address them?
• How does Apollo.io measure the success of its sales managers, and what are the key performance indicators (KPIs) for this role?

ASSUMPTION: These questions are designed to help the candidate better understand the role, the company, and the opportunities for professional growth and development.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through this link
• Tailor your resume and cover letter to highlight your relevant experience and skills for this role
• Prepare for behavioral and situational interview questions that assess your sales and management experience, as well as your cultural fit and alignment with Apollo.io's core values
• Be ready to discuss your sales strategy and approach to account management in detail
• Follow up with the hiring manager or HR team one week after submitting your application to express your continued interest in the role

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.