Account Executive / Account Manager, SMB (India)

Apollo.io is the leading go-to-market solution for revenue teams, trusted by over 500,000 companies and millions of users globally, from rapidly growing startups to some of the world's largest enterprises. Founded in 2015, the company is one of the fastest growing companies in SaaS, raising approximately $250 million to date and valued at $1.6 billion. Apollo.io provides sales and marketing teams with easy access to verified contact data for over 210 million B2B contacts and 35 million companies worldwide, along with tools to engage and convert these contacts in one unified platform. By helping revenue professionals find the most accurate contact information and automating the outreach process, Apollo.io turns prospects into customers. Apollo raised a series D in 2023 and is backed by top-tier investors, including Sequoia Capital, Bain Capital Ventures, and more, and counts the former President and COO of Hubspot, JD Sherman, among its board members.

As a hybrid Account Executive/Account Manager in our SMB segment (accounts of 1 to 200 employees), based in our future Apollo Bangalore office, you own the full commercial relationship for your book: new logo acquisition through inbound leads, and the expansion and renewal of accounts you have already closed or inherited.

Role overview

• 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
• Split motion: part of your time on inbound new-business opportunities, part managing and growing an owned book of existing accounts
• Based in Bangalore, open to in-office presence once office opens

Pipeline and sales process execution

• Manage the entire sales process, new and existing, from first conversation through trial management, negotiation, legal and close, inside 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

Sales strategy and deal management

• Run consultative discovery, asking layered questions and tying findings back 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 across a broader scope of work than a single-motion seat

Mindset and culture

• Thrive in a competitive environment, embracing challenges, enjoying objection handling and using setbacks as fuel
• Take responsibility for successes and failures with a relentless drive to keep improving
• Maintain a sharp focus on your goals and a belief that your daily, weekly and monthly activities will get you there
• Be a self-starter who proactively identifies opportunities and stays motivated in the face of multiple objections, across both acquisition and retention work
• Bring a team-selling approach, proactively engaging leadership to support selling and saving deals
• Engage as your unique self in a diverse, inclusive and high-performing team

What we are looking for

• 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 of this (pure AE or pure AM) should show clear evidence of fast ramp on the other
• 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: you take feedback inside the conversation, not after it
• Based in Bangalore, India

We are AI Native

Apollo.io is an AI-native company built on a culture of continuous improvement. We’re on the front lines of driving productivity for our customers - and we expect the same mindset from our team. If you're energized by finding smarter, faster ways to get things done using AI and automation, you'll thrive here.

Why You’ll Love Working at Apollo

At Apollo, we’re driven by a shared mission: to help our customers unlock their full revenue potential. That’s why we take extreme ownership of our work, move with focus and urgency, and learn voraciously to stay ahead.

We invest deeply in your growth, ensuring you have the resources, support, and autonomy to own your role and make a real impact. Collaboration is at our core - we’re all for one, meaning you’ll have a team across departments ready to help you succeed. We encourage bold ideas and courageous action, giving you the freedom to experiment, take smart risks, and drive big wins.

If you’re looking for a place where your work matters, where you can push boundaries, and where your career can thrive - Apollo is the place for you.

Learn more here!