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Apollo.io is a leading go-to-market platform trusted by over 500,000 companies globally. Founded in 2015, the company has raised approximately $250 million and is valued at $1.6 billion, backed by top-tier investors including Sequoia Capital and Bain Capital Ventures.
You will serve as the single point of contact for your SMB book of accounts (1–200 employees), owning the complete commercial relationship from initial discovery through trial, negotiation, close, onboarding, expansion, and renewal. This is a split-motion role combining new-business acquisition via inbound leads with account management and expansion of your existing customer base.
Key responsibilities include:
- Managing the full sales cycle from first conversation to close, typically within 30 days or less
- Conducting 5+ discovery and customer calls daily, running 25+ combined meetings per week across new business and account management
- Building and maintaining a pipeline with 3x monthly coverage across both new business and renewals
- Running consultative discovery conversations, asking layered questions and tying findings to business outcomes
- Communicating directly with Director-level and above contacts in Sales, Marketing, and RevOps
- Tiering your book to prioritize top opportunities, expansion accounts, and at-risk renewals
- Forecasting outcomes within a 10% margin and holding price on deals and renewals
- Negotiating renewals on a recurring monthly cadence
- Achieving and exceeding monthly and quarterly quotas for new-business bookings and net revenue retention
- Leveraging AI tooling to compress research, prep, and follow-up time
- Handling objections confidently in live conversations with prospects and customers
You will be based in Bangalore with an open-to-office presence once the Apollo Bangalore office opens. The role demands a competitive mindset, relentless drive for improvement, proactive opportunity identification, and a team-selling approach.
Requirements:
- 2+ years of combined closing and account management experience, carrying a monthly or quarterly quota that included both net-new and existing-book responsibility. Candidates with only one side (pure AE or pure AM) must show clear evidence of fast ramp on the other.
- 1+ year running a high-volume motion: 5+ meetings per day, deals closing in 1–3 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 known stack rank.
- Deal and book economics consistent with SMB: 30-day-or-less cycles, accounts under 200 employees.
- A named consultative sales process applied daily on new deals and renewal conversations.
- Background 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 ability to influence stakeholders across technical and non-technical roles.
- Coachable, demonstrably taking feedback in-conversation rather than after.
- Based in Bangalore, India.
