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