Apollo.io is the leading go-to-market solution for revenue teams, trusted by over 500,000 companies and millions of users globally, from rapidly growing startups to some of the world's largest enterprises. Founded in 2015, the company is one of the fastest growing companies in SaaS, raising approximately $250 million to date and valued at $1.6 billion. Apollo.io provides sales and marketing teams with easy access to verified contact data for over 210 million B2B contacts and 35 million companies worldwide, along with tools to engage and convert these contacts in one unified platform. By helping revenue professionals find the most accurate contact information and automating the outreach process, Apollo.io turns prospects into customers. Apollo raised a series D in 2023 and is backed by top-tier investors, including Sequoia Capital, Bain Capital Ventures, and more, and counts the former President and COO of Hubspot, JD Sherman, among its board members.
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 and in-person 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.
- Consultative expansion - you drive upsell, cross-sell, and upgrade revenue through a trusted-advisor approach
- Multi-threaded relationships - you build trust with executive sponsors and day-to-day operators across the org, so customers come to you first for product and strategic guidance
- Forecasting discipline - data-driven pipeline decisions and revenue predictability
- Product fluency as a growth lever - you enthusiastically explore product capabilities to uncover expansion opportunities customers didn't know they needed
- Customer advocacy that shapes the roadmap - close partnership with Customer Success and a direct line to surfacing feedback that influences Apollo's product direction
- 3+ years of experience in B2B SaaS sales.
- 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.
- Must be able to go into our London WeWork office 3x per week.
- Achieve Monthly Revenue Targets: Consistently meet or exceed monthly revenue 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 20% 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.
At Apollo, we’re driven by a shared mission: to help our customers unlock their full revenue potential. That’s why we take extreme ownership of our work, move with focus and urgency, and learn voraciously to stay ahead.
We invest deeply in your growth, ensuring you have the resources, support, and autonomy to own your role and make a real impact. Collaboration is at our core—we’re all for one, meaning you’ll have a team across departments ready to help you succeed. We encourage bold ideas and courageous action, giving you the freedom to experiment, take smart risks, and drive big wins.
If you’re looking for a place where your work matters, where you can push boundaries, and where your career can thrive—Apollo is the place for you.
Learn more here!
Apollo.io is an AI-native company built on a culture of continuous improvement. We’re on the front lines of driving productivity for our customers—and we expect the same mindset from our team. If you're energized by finding smarter, faster ways to get things done using AI and automation, you'll thrive here.
Why You’ll Love Working at ApolloAt Apollo, we’re driven by a shared mission: to help our customers unlock their full revenue potential. That’s why we take extreme ownership of our work, move with focus and urgency, and learn voraciously to stay ahead.
We invest deeply in your growth, ensuring you have the resources, support, and autonomy to own your role and make a real impact. Collaboration is at our core—we’re all for one, meaning you’ll have a team across departments ready to help you succeed. We encourage bold ideas and courageous action, giving you the freedom to experiment, take smart risks, and drive big wins.
If you’re looking for a place where your work matters, where you can push boundaries, and where your career can thrive—Apollo is the place for you.
Learn more here!
Skills Required
- 3+ years of experience in B2B SaaS sales
- Proven track record of consistently meeting monthly or quarterly revenue targets
- Experience developing a 3x pipeline through 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
- Ability to conduct virtual and in-person meetings, enablement sessions, and business reviews
- Strong consultative expansion skills, multi-threaded relationship building, and forecasting discipline
- Product fluency and comfort using AI/automation to drive productivity
- Must be able to go into the London WeWork office three times per week
What the Team is Saying
Apollo.io Compensation & Benefits Highlights
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Leave & Time Off Breadth — Flexible or unlimited time off is prominently advertised, with a “we don’t count vacation days” approach that supports taking breaks when needed.
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Healthcare Strength — Global medical, dental, and vision coverage is offered, alongside mental-health/coaching support and U.S. options like FSA/HSA.
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Parental & Family Support — Paid parental leave has been expanded to roughly 18–20 weeks for birthing parents and 12 weeks for non-birthing parents at full pay for eligible employees.
Apollo.io Insights
What We Do
Apollo is a $1.6B AI-powered sales platform that helps revenue teams find and engage leads, automate outreach, manage deals, and enrich data — all in one place. Known for its industry-leading B2B database of more than 210 million contacts and 35 million companies, Apollo’s end-to-end platform helps businesses of all sizes unlock their full market potential with unparalleled precision and ease. Trusted by 500,000+ companies, including Autodesk, Cyera, and DocuSign, Apollo is building the number one go-to-market platform to make the sales process intelligent, turnkey, and accessible for all. Visit [apollo.io](http://apollo.io/) to learn more.
Why Work With Us
Apollo is building the #1 AI-powered go-to-market platform, trusted by 500,000+ companies. We move fast, invest in our people, and promote from within. You'll work on meaningful problems with a curious, driven team that values ownership, growth, and impact. Join us and help shape the future of sales.
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Apollo.io Teams
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Hybrid Workspace
Employees engage in a combination of remote and on-site work.
We offer both remote and in-person roles, so you can work from home or from one of our growing office hubs.
