Account Executive / Account Manager, SMB (India)

LemClosers; Bengaluru; On-site; INR 1,200,000 - 2,000,000; Full time

Job summary

Apollo.io in Bengaluru, India, is seeking an Account Executive/Account Manager for SMBs to own the full commercial relationship—from initial conversation and trial to negotiation, close, onboarding handoff, expansion and renewal.

Based in Bangalore with in-office presence when the office opens, you will manage inbound and outbound opportunities, execute the sales process and maintain a healthy 30–90 day cycle across multiple stakeholders.

Qualifications

• Bachelor's Degree required.
• Strong negotiation and relationship-building skills.

Responsibilities

• Manage full sales cycle from prospecting to close, trial, legal, onboarding, expansion and renewal.
• Lead stakeholder meetings and executive presentations with SMB accounts.
• Forecasting, pipeline management and ongoing coaching of champion buyers.

Skills

Negotiation

Education

Bachelor's Degree

Job description

# Account Executive / Account Manager, SMB (India)Apollo.ioRemoteSaaSSee your match scorePosted TodayWork TypeOn-siteVerticalSaaSSourcejobscollider## About this roleApollo.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 overviewSingle 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 opensPipeline and sales process executionManage the entire sales process, new and existing, from first conversation through trial management, negotiation, legal and close, inside an average cycle of 30 day### Tools & Tech StackHubSpotOutreachApollo### Selling MotionSales CycleEnterprise6–18 month cycles, complex multi-stakeholder dealsProspectingHybridMix of inbound leads and outbound prospectingBuyer PersonaManager-LevelDepartmental buyers and team leads### Requirements at a GlanceBachelor's Degree·RequiredNegotiation·Required skill### Typical Day — Account ExecutiveStakeholder meetings3–5/weekExecutive presentations2–3/weekBusiness cases & RFPs1–2/weekForecast & pipeline2×/weekChampion coachingDailyEstimates based on role type and selling motion — actual may vary by company.### Role SignalsGreen Flags✓Existing BookInherit existing accounts✓Inbound LeadsWarm leads provided### SaaS — Interview IntelTypical Sales Cycle30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)Common Buyer Objections* \"We're locked into a contract with [competitor]\"* \"We built something in-house already\"* \"We don't have budget until next quarter\"* \"Our team won't adopt another tool\"Key Industry MetricsARR / MRRNet Revenue Retention (NRR)CAC Payback PeriodLogo Churn vs Revenue ChurnACV (Avg Contract Value)Magic NumberHot Topics to Reference* • AI-native product disruption* • PLG vs sales-led motion debate* • Vertical SaaS consolidation* • Usage-based pricing modelsUse these insights to speak the buyer's language in interviews.## Tagssales—Walk me through your discovery process.Template question—How do you handle a prospect who goes silent mid-deal?Template question—Tell me about your largest closed deal and the sales cycle.Template question—How do you build business cases for stakeholders?Template question—Describe a deal you lost and what you learned.Template questionRole InsightsThis Account Executive position at Apollo.io involves managing the full sales cycle from prospecting through close.