Sales Manager, SMB Account Executive

About the Company

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 a unified platform. Apollo is AI-native, built on a culture of continuous improvement, and backed by top-tier investors including Sequoia Capital and Bain Capital Ventures.

About the Role

As a Sales Manager in the SMB segment (1 to 200 employees), you will directly manage a team of 8+ SMB Account Executives and drive new business revenue across Apollo’s largest customer segment: small businesses. Your role includes providing 1:1 coaching, performance management, and developing your team’s ability to consultatively sell. You will also collaborate on cross-functional projects with Product, Engineering, Sales, Customer Success, Onboarding, Marketing, and Legal teams to unblock your team and achieve revenue targets.

Responsibilities

• Lead, mentor, and manage a team of SMB Account Executives, driving performance to exceed targets while providing coaching, training, and development opportunities.
• Establish a performance-driven culture with clear goals, continuous feedback, and a focus on team efficiency and productivity through scalable processes.
• Foster a collaborative and positive work environment, empowering innovation, career growth, and regular performance reviews.
• Analyze sales data and call coaching to identify areas for improvement in the sales process, driving revenue impact and higher win rates.
• Develop and implement strategies to support training efforts, objection handling techniques, and drive pipeline growth.
• Ensure pipeline cleanliness with accurate stages, ARR, and forecast categories to provide clear overviews of team pipelines and deal progress.
• Accurately predict your most likely outcome within a 10% margin.
• Work on cross-functional projects to unblock your team and improve processes.

Mindset and Behaviors

• Drive Impact & Innovation: Bring your ideas, strategies, and bold thinking to shape the company’s values, culture, and future vision.
• Thrive in a High-Performing Team: Be your authentic self in a diverse, inclusive, and collaborative environment that pushes you to be your best.
• Embrace Challenges & Win: Excel in a competitive space where overcoming objections and turning setbacks into opportunities fuels your success.
• Own Your Success: Maintain a sharp focus on goals, take responsibility for outcomes, and continuously push yourself to improve.
• Bring the Hunger to Win: Stay proactive, seize opportunities, and outperform in a fast-paced environment.

Requirements

• At least 1 year of direct sales experience in net new closing.
• At least 2 years of experience directly managing a team of 6+ account executives in net new closing.
• Top performer in your current role with a proven track record of consistently meeting team targets (minimum of 3 trailing quarters).
• Experience using and coaching teams to have strong consultative selling skills and sales processes.
• C1 English level.
• Data-driven approach to drive sales performance.
• Ability to communicate, present to, and influence key stakeholders across both technical and non-technical roles.
• Adaptable to change and finding smarter ways to achieve goals.
• Strong coaching ability—loves to learn, receive feedback, and improve their skills, as well as provide coaching to help their team improve.

Pay

The listed pay range reflects the total cash compensation inclusive of annual base salary and annual bonus (for applicable roles). For this sales role, the range provided is the On Target Earnings ("OTE") range, meaning it includes both the sales commissions/sales bonus target and annual base salary. The range is $200,000—$225,000 USD. This may be narrowed during the interview process based on experience, qualifications, and location. Applicants outside the US may request the annual salary range for their location during the interview process.

Benefits

• Equity.
• Company bonus or sales commissions/bonuses.
• 401(k) plan.
• At least 10 paid holidays per year, flex PTO, and parental leave.
• Employee assistance program and wellbeing benefits.
• Global travel coverage.
• Life/AD&D/STD/LTD insurance.
• FSA/HSA and medical, dental, and vision benefits.

Why You’ll Love Working at Apollo

At Apollo, we’re driven by a shared mission: to help our customers unlock their full revenue potential. 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—you’ll have a cross-departmental team 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.