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Account Manager - SMB Apollo.io. 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.. 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.