Tags:
Account Manager · Mid-Market SaaS · Customer Success · B2B SaaS · Expansion Sales · Product-Led Growth · Revenue Growth · Account Ownership · Sales Technology · Upsell/Cross-Sell · AI-Native Platform
Account Manager – Mid-Market
Company: Apollo.io
Location: Remote (U.S.)
Annual OTE: $200,000–$210,000 USD
Company Overview:
Apollo.io is the leading go-to-market platform for revenue teams, helping over 500,000 companies globally access verified B2B contact data and automate outreach to turn prospects into customers. Founded in 2015, Apollo.io has raised ~$250M and is valued at $1.6B. The platform is trusted by high-growth startups and enterprise organizations, empowering revenue teams with AI-native tools to maximize pipeline, adoption, and revenue growth.
Role Overview:
As a Mid-Market Account Manager, you will act as the primary point of contact for Tier 1/Tier 2 customers, driving adoption, activation, and expansion. This role requires a customer-centric mindset while navigating high levels of ambiguity and delivering measurable business impact across your book of business.
Key Responsibilities:
- Identify and close incremental business opportunities within mid-market accounts.
- Conduct virtual meetings, product activation sessions, and business reviews to drive value.
- Maintain ownership of customer situations from start to finish, ensuring successful outcomes.
- Collaborate cross-functionally with Customer Success, Support, Marketing, Legal, and Product teams.
- Develop account plans for top accounts and execute expansion strategies.
- Consistently drive product adoption and increased usage across accounts.
Core Competencies:
- Customer-centric mentality with ability to balance customer needs and business objectives.
- Strong product aptitude and eagerness to explore platform capabilities.
- Revenue-driven mindset with proven ability to upsell, cross-sell, and grow accounts.
- Curiosity to understand sales tech, customer business models, and industry trends.
- Excellent cross-functional collaboration skills.
Qualifications:
- 4–5 years of B2B SaaS sales experience, preferably in product-led growth environments.
- Proven track record of meeting or exceeding monthly or quarterly revenue targets.
- Skilled at building a 3x pipeline through inbound leads and targeted account planning.
- Comfortable identifying additional use cases and expansion opportunities.
- Experience working cross-functionally with internal teams to deliver seamless customer experiences.
Why You’ll Love Apollo:
- Work in an AI-native company that drives innovation and productivity.
- Opportunities to make an impact at scale in a fast-growing SaaS environment.
- Collaborative culture with resources and autonomy to own your role.
- Growth opportunities and investment in your professional development.
Benefits:
- Competitive base salary + bonus/commission + equity
- 401(k) plan, flex PTO, parental leave
- Paid holidays, wellbeing programs, and global travel coverage
- Medical, dental, and vision benefits, plus life/AD&D/STD/LTD insurance
- Employee assistance programs and professional development stipends
Apollo.io values bold ideas, continuous learning, and extreme ownership, making this an ideal role for motivated Account Managers looking to drive measurable revenue impact.
