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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 B2B contact data for 210+ million contacts and 35+ million companies, along with 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 focused on the Mid-Market segment (companies with 250–1,000 employees), based in Bangalore with hybrid flexibility. You will own a blended territory combining net-new outbound prospecting and an inherited Tier 1/Tier 2 book of existing accounts.
Key Responsibilities:
• Act as the single point of contact end-to-end: outbound prospecting, discovery, demo, pricing, negotiation, procurement, close, and ongoing activation, expansion, and renewal
• Manage a combined territory of net-new outbound accounts and existing high-value accounts (600+ accounts for dedicated AE territories; smaller, higher-touch for AM books)
• Execute the full sales process from first touch through close within an average 60-day cycle
• Run 4+ meetings per day and 20+ per week across new-business and account-management work
• Generate the majority of new-business pipeline through self-sourced outbound prospecting
• Maintain 3x pipeline coverage based on a 40% win rate and achieve/exceed monthly and quarterly quotas
• Use data-driven approaches to tier accounts for targeting and identify expansion/at-risk opportunities
• Conduct consultative discovery, asking layered questions tied to business outcomes
• Communicate directly 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 existing accounts' product usage 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
Culture & Mindset:
Thrive in a competitive, high-ambiguity environment. Embrace challenges, objection handling, and setbacks as fuel. Take responsibility for successes and failures with relentless drive to improve. Be a self-starter motivated through repeated objections and slow-moving accounts. Sell as a team, proactively bringing leadership into deals. Show genuine curiosity about sales technology, customer business models, and industry trends. Engage authentically in a diverse, inclusive, high-performing team.
Requirements:
• 3+ years of combined quota-carrying net-new closing and account management/expansion experience (candidates with only one side should show clear evidence of fast ramp on the other)
• Top performer in current role: top 15% of sales team with known stack rank
• 100% or better 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 day-to-day (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 mindset: take feedback inside the conversation, not after it
• Based in Bangalore, India
