Account Executive / Account Manager, SMB (India)

United States Digital Space LLC; Bengaluru; Hybrid; INR 1,200,000 - 2,400,000; Full time

Job summary

Apollo.io is seeking a hybrid Account Executive/Account Manager in our Bangalore office to own the full commercial relationship for a book of SMB accounts (1–200 employees), handling inbound leads, new logos, expansion and renewals.

You will manage end-to-end sales cycles, guide customers through evaluating Apollo's all-in-one sales platform, and collaborate with RevOps and sales leadership to drive growth. Open to in-office presence as the Bangalore office opens.

Responsibilities

• 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
• 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
• 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

Job description

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