Senior Manager, Mid-Market Sales (East)

Role Overview

As a Senior Sales Manager, you will thrive in an environment with a high level of ambiguity and change while maintaining a customer-centric approach at scale. You will support and continue to build a data-driven and motivated team whose efforts will drive Apollo.io's business growth through new customer acquisition. You will directly manage 8+ Mid-Market AEs, overseeing the overall revenue and conversion rates of your team's portfolio. Your role includes providing 1:1 coaching and performance management, helping to develop processes and insights to grow the team today and influence program design for the future. You will identify and help build ongoing playbooks and influence the tooling AEs need for success. Additionally, you will manage impactful cross-functional projects and initiatives across Product, Engineering, Sales, Customer Success, Onboarding, Marketing, Legal, and Marketing.

Key Responsibilities

• Sales Strategy & Execution:
• Develop and implement sales strategies to drive revenue growth and achieve company objectives.
• Analyze market trends and adjust sales strategies as needed.
• Monitor competitors and industry developments to identify new business opportunities.
• Team Leadership:
• Hire, Lead, motivate, and mentor a team of US sales professionals.
• Meet and exceed individual and team sales targets and ensure accountability.
• Provide ongoing coaching, training, and development opportunities for the team.
• Foster a collaborative and results-oriented team culture, including in person sales kicks offs within the US.
• Performance Management:
• Monitor and analyze sales performance metrics.
• Prepare regular sales forecasts, reports, and presentations for senior management.
• Use data-driven insights to improve sales processes and team efficiency.
• Client Relationship Management:
• Cultivate and maintain strong relationships with key clients and stakeholders.
• Collaborate with cross-functional teams (engineering, marketing, product, customer success) to optimize client experience.
• Address client concerns and resolve issues promptly to ensure satisfaction.
• Business Development:
• Identify new business opportunities and work closely with the sales team to secure new clients.
• Represent the company at industry events, conferences, and trade shows.
• Negotiate contracts and close high-value deals with key clients.
• Operational Excellence:
• Ensure sales operations are running efficiently and in compliance with company policies.
• Collaborate with sales operations to streamline processes, tools, and technologies.
• Drive continuous improvement in sales tactics, processes, and methodologies.

Eligibility

• Good standing in performance - consistent quota attainment in FY25, averaging above 90% of team roll up quota.
• 4+ years of sales experience managing customer-facing sales / account management sales cycles. Proven track record of leading and coaching a team responsible for driving revenue growth, managing expansions, and increasing product adoption.
• Minimum 3+ years of manager experience.
• Must be in the eastern timezone.
• Excellent written and verbal communication skills, with the ability to present to diverse audiences.
• Strong organizational skills, with expertise in prioritization and time management.
• Experience working cross-functionally with product teams to serve as the voice of the customer.
• Ability to navigate ambiguity with perseverance and a positive attitude.