Sales Manager, SMB & MM (India)
As a Sales Manager based in Apollo's Bangalore office, you will directly manage a team of 8+ hybrid Account Executive/Account Managers spanning both our SMB (1 to 200 employees) and Mid-Market (250 to 1,000 employees) segments. Your role includes 1:1 coaching and performance management across both new-business closing and account expansion/retention, developing your team's consultative selling across personas in both segments, and implementing strategies to hit revenue targets on new bookings and net revenue retention alike. You will also work cross-functional projects across Product, Engineering, Sales, Customer Success, Onboarding, Marketing and Legal to unblock your team.
Leadership & Team Management
Lead, mentor and manage a team of 8+ hybrid SMB and MM Account Executive/Account Managers, driving performance to exceed targets on both new-business bookings and net revenue retention, while providing coaching, training and development opportunities across both motions
Establish a performance-driven culture with clear goals, continuous feedback and a focus on team efficiency and productivity through scalable processes, tailored to the differing cycle lengths and deal economics of SMB (30-day cycle) and MM (60-day cycle) reps
Foster a collaborative and positive work environment, empowering innovation, career growth and regular performance reviews
Sales Strategy & Deal Management
Analyze sales data and call coaching to identify areas for improvement across both the new-business and account-management motions, driving revenue impact and higher win rates
Develop and implement strategies to support training, objection handling and consultative discovery across both segments, plus renewal and expansion playbooks for the account-management side of the book
Ensure pipeline cleanliness with accurate stages, ARR and forecast categories across new business, expansion and renewals, to provide a clear overview of team pipeline and deal progress
Accurately predict your team's most likely outcome within a 10% margin, across bookings and retention
Mindset and Behaviors
Drive Impact & Innovation – Bring your ideas, strategies and bold thinking to shape our company's values, culture and future vision
Thrive in a High-Performing Team – Be your authentic self in a diverse, inclusive and collaborative environment that pushes you to be your best
Embrace Challenges & Win – Excel in a competitive space where overcoming objections and turning setbacks into opportunities fuel your success, across both new-business and account-management challenges
Own Your Success – Maintain a sharp focus on goals, take responsibility for outcomes and continuously push yourself to improve
Bring the Hunger to Win – Stay proactive, seize opportunities and outperform in a fast-paced environment
Minimum Qualifications
At least 3 years of direct sales experience in net-new closing; exposure to account management or renewals is a plus given the hybrid scope of this team
At least 2 years directly managing a team of 5+ Account Executives or Account Managers in net-new closing and/or expansion motions
Top performer in your current role
Proven track record of consistently meeting team targets, minimum of 3 trailing quarters, across both new-business and retention metrics
Experience using and coaching teams to have strong consultative selling skills and sales process in their day to day, spanning both new-business discovery and account expansion/renewal conversations
Must have a C1 English level
Have a data-driven approach to drive sales performance across a hybrid book of new business and renewals
Ability to communicate, present to and influence key stakeholders across both technical and non-technical roles
Adaptable with change and finding smarter ways to achieve goals
Be a coach and be coachable — loves to learn, receive feedback and improve their own skill, and also loves to coach their team to improve theirs
Based in Bangalore, India