Sales Manager, SMB & MM (India)

Overview

Lead and manage a team of 8+ hybrid SMB and Mid-Market Account Executives and Account Managers at Apollo.io's Bangalore office, driving both new-business bookings and net revenue retention.

What you'll do

• Lead, mentor and manage a team of 8+ hybrid SMB and MM Account Executive/Account Managers to exceed targets on new-business bookings and net revenue retention
• Provide coaching, training and development opportunities across both motions
• Establish a performance-driven culture with clear goals, continuous feedback and a focus on team efficiency and productivity through scalable processes tailored to SMB (30-day cycle) and MM (60-day cycle) reps
• Foster a collaborative and positive work environment, empowering innovation, career growth and regular performance reviews
• Analyze sales data and call coaching to identify areas for improvement across new-business and account-management motions, driving revenue impact and higher win rates
• Develop and implement strategies to support training, objection handling and consultative discovery across both segments, plus renewal and expansion playbooks for the account-management side of the book
• Ensure pipeline cleanliness with accurate stages, ARR and forecast categories across new business, expansion and renewals
• Accurately predict your team's most likely outcome within a 10% margin, across bookings and retention
• Work cross-functional projects across Product, Engineering, Sales, Customer Success, Onboarding, Marketing and Legal to unblock your team

What you'll need

• At least 3 years of direct sales experience in net-new closing
• At least 2 years directly managing a team of 5+ Account Executives or Account Managers in net-new closing and/or expansion motions
• Top performer in your current role
• Proven track record of consistently meeting team targets, minimum of 3 trailing quarters, across both new-business and retention metrics
• Experience using and coaching teams to have strong consultative selling skills and sales process, spanning new-business discovery and account expansion/renewal conversations
• C1 English level
• Data-driven approach to drive sales performance across a hybrid book of new business and renewals
• 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
• A coach who is coachable, loves to learn, receive feedback and improve their own skill

Nice to have

• Exposure to account management or renewals

Details

• Based in Bangalore, India
• Hybrid work mode