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Apollo.io is a leading go-to-market platform trusted by over 500,000 companies globally. The company provides sales and marketing teams with verified contact data for 210+ million B2B contacts and 35 million companies, plus engagement and conversion tools in a unified platform. Founded in 2015, Apollo has raised ~$250M and is valued at $1.6B, backed by Sequoia Capital, Bain Capital Ventures, and others.
You will serve as a hybrid Account Executive/Account Manager for the Mid-Market segment (companies with 250–1,000 employees), based in Bangalore. You own the complete customer lifecycle: outbound prospecting, discovery, demos, pricing, negotiation, procurement, and close for new business, plus ongoing activation, expansion, and renewal of an inherited Tier 1/Tier 2 book.
Key responsibilities include:
- Manage a blended territory combining net-new outbound accounts and an existing customer book (600+ accounts for dedicated AE territories; smaller, higher-touch for AM books).
- Execute the full sales process from first touch through close within a 60-day average cycle.
- Run 4+ meetings per day and 20+ per week across new-business and account-management work.
- Self-source the majority of new-business pipeline through outbound prospecting (90% benchmark for dedicated MM AEs).
- Maintain 3x pipeline coverage based on a 40% win rate and achieve/exceed monthly and quarterly quotas for new-business bookings and net revenue retention.
- Use data-driven approaches to tier accounts for targeting and identify expansion/at-risk opportunities.
- Conduct consultative discovery with Director-level and above contacts in Sales, Marketing, and RevOps; multi-thread across departments.
- Build detailed account plans for the top 20% of your book focused on growth and expansion.
- Analyze product usage in existing accounts to identify activation and adoption opportunities.
- Forecast pipeline, deals, and renewals within a 10% margin.
- Apply AI tooling to compress research, prep, and follow-up time.
- Partner closely with Sales Development Managers, Customer Success, Support, and Product teams.
You should thrive in competitive, ambiguous environments; embrace objection handling; take ownership of successes and failures; maintain relentless drive through repeated rejections; and bring genuine curiosity about sales technology and customer business models. Apollo is AI-native and expects continuous improvement mindset.
Requirements:
- 3+ years of combined quota-carrying net-new closing and account management/expansion experience. Candidates with only one side (pure AE or pure AM) must show clear evidence of fast ramp on the other.
- Top performer in current role: top 15% of sales team with known stack rank.
- 100%+ attainment in at least three of the last four quarters, with owned explanation for any miss.
- 70%+ of new-business pipeline self-sourced through outbound.
- Deal and book economics consistent with Mid-Market: 60-day or less cycle, accounts of 250–1,000 employees.
- Named consultative sales methodology applied daily (MEDDIC, MEDDPICC, Sandler, Challenger, or Command of the Message).
- Experience selling to and managing relationships with Director-level and above buyers in Sales, Marketing, or RevOps.
- Cross-functional experience with Customer Success, Support, Marketing, Legal, and Product teams.
- Demonstrated use of AI tools to improve sales and account-management productivity.
- Coachable; takes feedback in-conversation, not after.
- Based in Bangalore, India.
