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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 $250 million and is valued at $1.6 billion, backed by Sequoia Capital, Bain Capital Ventures, and others.
As a hybrid Account Executive/Account Manager in the SMB segment (1–200 employee accounts), you will own the complete commercial relationship for your book: new logo acquisition through inbound leads, plus expansion and renewal of existing accounts. You'll serve as the single point of contact from first conversation through trial, negotiation, close, onboarding, expansion, and renewal.
Key responsibilities include:
• Managing the entire sales process (new and existing) from discovery through close, typically within 30 days or less
• Taking 5+ discovery and customer calls daily; running 25+ meetings per week across new business and account management
• Managing a pipeline of inbound prospects for new business and inbound inquiries from your own book for expansion and renewal
• Negotiating renewals on a recurring monthly cadence within your book
• Creating 3x pipeline coverage month-over-month across both motions
• Achieving and exceeding monthly and quarterly quotas for new business bookings and net revenue retention
• Running consultative discovery, 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 new-business opportunities, expansion accounts, and at-risk renewals
• Forecasting outcomes within a 10% margin across new business and renewals
• Holding price and managing discounting within a 30-day cycle
• Applying AI tooling to compress research, prep, and follow-up time
You'll thrive in a competitive environment, embrace challenges, take responsibility for outcomes, and maintain sharp focus on goals. The role emphasizes team-selling, proactive leadership engagement, and self-motivation across both acquisition and retention work.
APOLLO IS AI-NATIVE: The company is built on a culture of continuous improvement and expects team members to find smarter, faster ways to work using AI and automation.
QUALIFICATIONS:
• 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 should 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 day-to-day 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 inside conversations, not after
• Based in Bangalore, India
