Account Executive / Account Manager, MM (India)
As a hybrid Account Executive/Account Manager in our Mid-Market segment (companies of 250 to 1,000 employees), based in our future Apollo Bangalore office, you drive net-new outbound revenue across a territory of accounts and own the ongoing activation, expansion and renewal of a Tier 1/Tier 2 book you have already closed or inherited.
Role overview
Single point of contact end to end: outbound prospecting, discovery, demo, pricing, negotiation, procurement and close, then ongoing activation, expansion and renewal
Own a combined territory of net-new outbound accounts and an existing Tier 1/Tier 2 book [size to confirm with RevOps — dedicated MM AE territories run 600+ accounts, dedicated AM books are smaller and higher-touch; expect a reduced blended number here]
Partner closely with Sales Development Managers on outreach for the new-business side, and with Customer Success, Support and Product on the account-management side
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 touch through discovery, demonstration, pricing, negotiation, procurement, legal and close, inside an average cycle of 60 days or less
Generate the large majority of new-business pipeline through outbound prospecting into your territory, and manage the pipeline surfaced from within your existing book
Run 4 or more meetings per day and 20 or more per week, combined across new-business and account-management work
Develop a pipeline that is majority self-sourced through outbound on the new-business side [confirm target mix — dedicated MM AE benchmark is 90% net-new outbound; AM benchmark blends inbound and account planning], and consistently hold 3x pipeline coverage based on a 40% win rate
Achieve and exceed monthly and quarterly quotas for new-business bookings and net revenue retention
Own your schedule across research, initial meetings, platform demos, CRM hygiene, escalations, follow-up meetings, business reviews and pricing calls
Conduct customer meetings and account touches at a pace to be set by RevOps
Sales strategy and deal management
Use a data-driven approach to tier your account list, both for new-business targeting and for identifying top expansion and at-risk accounts within your book
Run consultative discovery, asking layered questions and tying findings back to business outcomes, on new deals and existing accounts alike
Communicate directly with Director and above contacts in Sales, Marketing and RevOps, and multi-thread across departments
Partner with Sales Development Managers on strategic outreach campaigns for the new-business side
Build detailed account plans for the top 20% of your book, focused on growth strategy and expansion opportunities
Conduct in-depth analysis of existing accounts' product usage to identify activation and adoption opportunities
Articulate a clear view of your combined pipeline, deals and renewals at each stage, and forecast within a 10% margin
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
Thrive with a high level of ambiguity and change while maintaining a customer-centric approach at scale
Take responsibility for successes and failures with a relentless drive to keep improving
Be a self-starter who stays motivated through repeated objections and repeated no on the new-business side, and through slow-moving accounts on the existing-book side
Sell as a team, proactively bringing leadership into deals and customer situations
Bring genuine curiosity about sales technology, customer business models and industry trends
Engage as your unique self in a diverse, inclusive and high-performing team
What we are looking for
3+ years of combined quota-carrying net-new closing and account management/expansion experience. Candidates with only one side of this (pure AE or pure AM) should show clear evidence of fast ramp on the other
Top performer in current role, top 15% of the sales team, with stack rank known and nameable
100% or better attainment in at least three of the last four quarters, with an owned explanation for any miss
70% or more of new-business pipeline self-sourced through outbound [confirm target mix for the hybrid seat]
Deal and book economics consistent with Mid-Market: cycle of 60 days or less, accounts of 250 to 1,000 employees
A named consultative methodology applied day to day: MEDDIC, MEDDPICC, Sandler, Challenger or Command of the Message
Experience selling to and managing relationships with Director and above buyers in Sales, Marketing or RevOps
Experience working cross-functionally with Customer Success, Support, Marketing, Legal and Product teams
Demonstrated use of AI tools to improve sales and account-management productivity
Coachable, and demonstrably so: you take feedback inside the conversation, not after it
Based in Bangalore, India