Account Executive / Account Manager, SMB (India)

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