Account Executive / Account Manager, MM (India)

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 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