Account Executive / Account Manager, MM (India)

Overview

Hybrid Account Executive / Account Manager in the Mid-Market segment (companies of 250 to 1,000 employees), based in Apollo's future Bangalore office. You drive net-new outbound revenue across a territory of accounts and own the ongoing activation, expansion and renewal of a Tier 1/Tier 2 book.

What you'll do

• Manage the entire sales process from first touch through discovery, demonstration, pricing, negotiation, procurement, legal and close, inside an average cycle of 60 days or less.
• Generate the large majority of new-business pipeline through outbound prospecting into your territory, and manage the pipeline surfaced from within your existing book.
• Run 4 or more meetings per day and 20 or more per week, combined across new-business and account-management work.
• Develop a pipeline that is majority self-sourced through outbound on the new-business side, and consistently hold 3x pipeline coverage based on a 40% win rate.
• Achieve and exceed monthly and quarterly quotas for new-business bookings and net revenue retention.
• Own your schedule across research, initial meetings, platform demos, CRM hygiene, escalations, follow-up meetings, business reviews and pricing calls.
• Use a data-driven approach to tier your account list, for new-business targeting and for identifying top expansion and at-risk accounts within your book.
• Run consultative discovery, asking layered questions and tying findings back to business outcomes, on new deals and existing accounts alike.
• Communicate directly with Director and above contacts in Sales, Marketing and RevOps, and multi-thread across departments.
• Partner with Sales Development Managers on strategic outreach campaigns for the new-business side.
• Build detailed account plans for the top 20% of your book, focused on growth strategy and expansion opportunities.
• Conduct in-depth analysis of existing accounts' product usage to identify activation and adoption opportunities.
• Articulate a clear view of your combined pipeline, deals and renewals at each stage, and forecast within a 10% margin.
• Apply AI tooling to your own workflow to compress research, prep and follow-up time.

What you'll need

• 3+ years of combined quota-carrying net-new closing and account management/expansion experience. Candidates with only one side (pure AE or pure AM) should show clear evidence of fast ramp on the other.
• Top performer in current role, top 15% of the sales team, with stack rank known and nameable.
• 100% or better attainment in at least three of the last four quarters, with an owned explanation for any miss.
• 70% or more of new-business pipeline self-sourced through outbound.
• Deal and book economics consistent with Mid-Market: cycle of 60 days or less, accounts of 250 to 1,000 employees.
• A named consultative methodology applied day to day: MEDDIC, MEDDPICC, Sandler, Challenger or Command of the Message.
• Experience selling to and managing relationships with Director and above buyers in Sales, Marketing or RevOps.
• Experience working cross-functionally with Customer Success, Support, Marketing, Legal and Product teams.
• Demonstrated use of AI tools to improve sales and account-management productivity.
• Coachable, and demonstrably so: you take feedback inside the conversation, not after it.
• Based in Bangalore, India.

Nice to have

• Curiosity about sales technology, customer business models and industry trends.

Details

• Hybrid, based in Bangalore; open to in-office presence once the office opens.
• Average sales cycle of 60 days or less.
• Territory size to be confirmed with RevOps.
• Target pipeline mix to be confirmed for the hybrid seat.