Sales Manager, SMB Account Executive

About this role

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.

As a Sales Manager in the SMB segment (1 to 200 employees), you will directly manage a team of 8+ SMB AE’s and drive new business revenue across Apollo’s largest customer segment: Small businesses. Your role includes providing 1:1 coaching and performance management, developing your team’s ability to consultatively sell across our personas and implement new strategies to achieve your revenue targets. Additionally, you will work cross-functional projects across Product, Engineering, Sales, Customer Success, Onboarding, Marketing, Legal, and Marketing to help unblock your team.

Day in the life…

Leadership & Team Management

• 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.

Sales Strategy & Deal Management

• 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 predicting your most likely outcome within a 10% margin.

Mindset and Behaviors

• Drive Impact & Innovation – Bring your ideas, strategies, and bold thinking to shape our 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 fuel 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.

Minimum Qualifications

• Have at least 1 year of direct sales experience in net new closing experience

• Have at least 2 years of experience directly managing a team of 6+ account executives in net new closing experience

• Top performer in your current role.

• Proven track record of consistently meeting team targets, min of 3 trailing quarters

• Experience using and coaching teams to have strong consultative selling skills & sales process in their day to day.

• Must have a C1 English Level

• Have a data driven approach to drive sales performance

• Ability to communicate, present to, and influence key stakeholders across both technical and non-technical roles.

• Adaptable with change and finding smarter ways to achieve goals.

• Be a coach and be coachable— loves to learn, receive feedback, and improve their skill and also loved to provide coaching to their team to help them improve their sales skills

The listed Pay Range reflects the total cash compensation inclusive of annual base salary and annual bonus as applicable. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonus target and annual base salary for the role. This salary range may be inclusive of several career levels at Apollo and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location. Applicants interested in this role who are not located in the US may request the annual salary range for their location during the interview process.

Additional benefits for this role may include: 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.

Pay Transparency Range $200,000 — $250,000 USD

We are AI Native

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 Apollo

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

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