Account Executive / Account Manager, SMB (India)

Overview

Hybrid Account Executive / Account Manager in Apollo.io's SMB segment (accounts of 1 to 200 employees), based in the future Apollo Bangalore office. Owns the full commercial relationship for an assigned book: new logo acquisition through inbound leads, and expansion and renewal of existing accounts.

What you'll do

• Act as single point of contact end to end: first conversation, trial, negotiation, close, onboarding handoff, expansion and renewal.
• Guide founders, sales leaders and RevOps professionals through evaluating Apollo's all-in-one sales platform, then manage the relationship after they buy.
• Manage the entire sales process, new and existing, from first conversation through trial management, negotiation, legal and close, within an average cycle of 30 days or less.
• Manage a pipeline of primarily inbound prospects for new business, and inbound inquiries from your own book for expansion and renewal.
• Take 5 or more discovery and customer calls per day, and run 25 or more meetings per week combined across new business and book management.
• Negotiate renewals within your book on a recurring monthly cadence.
• Consistently create 3x pipeline coverage month over month, across both motions.
• Achieve and exceed monthly and quarterly quotas for new business bookings and net revenue retention.
• Own your schedule across buyer and customer research, initial meetings, platform demos, CRM hygiene, escalations, follow-ups and pricing calls.
• Handle objections confidently, live, whether from a prospect evaluating Apollo or a customer facing a renewal.
• Run consultative discovery, asking layered questions and tying findings to value and business outcomes, whether the account is new or existing.
• Communicate directly with Director and above contacts in Sales, Marketing and RevOps.
• Tier your book to prioritize top new-business opportunities, top expansion accounts and top at-risk renewals.
• Articulate a clear view of your combined pipeline, deals and renewals at each stage of your funnel.
• Forecast your most likely outcome, across new business and renewals, within a 10% margin.
• Hold price and manage discounting inside a 30-day cycle, on both net-new deals and renewals.
• Apply AI tooling to your own workflow to compress research, prep and follow-up time.

What you'll need

• 2+ years of closing and account management experience combined, carrying a monthly or quarterly quota that included both net-new and existing-book responsibility.
• Candidates with only one side (pure AE or pure AM) should show clear evidence of fast ramp on the other, plus 1+ year running a high-volume motion: 5 or more meetings a day, deals closing inside one to three meetings, and a book of existing accounts managed in parallel.
• Top performer in current role, at or above 100% attainment across the trailing three quarters, with stack rank known.
• Deal and book economics consistent with SMB: 30-day-or-less cycles, accounts under 200 employees.
• A named consultative sales process applied day to day, on new deals and renewal conversations alike.
• Came up through an SDR, BDR or equivalent high-volume sales seat, or through a book-owning CS/AM seat, before this role.
• Demonstrated use of AI tools to improve sales and account-management productivity.
• Excellent communication and the ability to influence stakeholders across technical and non-technical roles.
• Coachable, and demonstrably so: takes feedback inside the conversation, not after it.
• Based in Bangalore, India.

Details

• Hybrid, based in Bangalore; open to in-office presence once the office opens.