Director, SMB Sales

Apollo.io

. Lead Apollo.io’s SMB sales organization spanning new business acquisition and account management .

Posted 9/17/2026full-timeAustin • Texas • United StatesLead💰 $280,000 - $350,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates strong leadership in managing sales teams, driving revenue growth, and developing sales strategies. Proven ability to analyze performance metrics and collaborate cross-functionally to enhance sales processes and team efficiency.

Highest-signal resume keywords

Sales ManagementRevenue GrowthPerformance Metrics AnalysisCross-Functional CollaborationQuota Attainment

ATS Keywords

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Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

Sales Strategy DevelopmentForecastingData-Driven Performance ManagementTerritory DesignCompetitive Positioning

Soft Skills

Excellent Communication SkillsInfluencing Senior StakeholdersCoaching and TrainingGoal-SettingAdaptability in Fast-Paced Environments

Tools & Technologies

Sales Operations ToolsPerformance Tracking Software

Industry Keywords

SMB SalesAccount ManagementNew Business AcquisitionSales ProcessesMarket Opportunities

Tech Stack

Tools & technologies

Apollo

About the role

Key responsibilities & impact

Lead Apollo.io’s SMB sales organization spanning new business acquisition and account management
Manage 4–5 Sales Managers overseeing SMB Account Executives and Account Managers in Austin
Set SMB go-to-market strategy, including territory design, segmentation, sales motion, pricing, packaging, and competitive positioning
Own revenue performance across new business and expansion portfolios
Build performance culture through goal-setting, 1:1s, calibration, coaching, training, and playbook development
Partner with Sales Ops on pipeline health, forecasting, and data-driven performance insights
Identify market opportunities and adapt strategy to competitive and industry developments
Partner cross-functionally with Product, Engineering, Marketing, Customer Success, Onboarding, Legal, and Operations
Lead initiatives shaping program design, tooling, and sales processes
Represent SMB in executive planning and company-wide go-to-market strategy
Monitor and report performance metrics, forecasts, and business reviews to senior leadership
Hold managers accountable for quotas, pipeline standards, outbound contribution, and KPIs
Improve sales processes, team efficiency, and funnel conversion rates

Requirements

What you’ll need

Consistent quota attainment in FY25, averaging above 90% of rollup quota
7+ years of sales experience in customer-facing sales or account management
Proven track record of driving revenue growth, managing expansions, and increasing product adoption
3+ years of experience managing managers
Demonstrated success developing front-line sales leaders
Strong analytical skills and a data-driven approach to performance management, forecasting, and decision-making
Excellent written and verbal communication skills
Ability to present to and influence senior stakeholders across technical and non-technical audiences
Proven ability to work cross-functionally and lead through influence without direct authority
Ability to thrive in a fast-paced, high-ambiguity environment
Good standing in performance

Benefits

Comp & perks

Equity
Company bonus or sales commissions/bonuses
401(k) plan
At least 10 paid holidays per year
Flex PTO
Parental leave
Employee assistance program
Wellbeing benefits
Global travel coverage
Life, AD&D, STD, and LTD insurance
FSA/HSA
Medical, dental, and vision benefits
Resources, support, and autonomy to own your role and make an impact
In-person team events and sales kickoffs across US locations