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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.
As a Sales Manager based in Apollo's Bangalore office, you will directly manage a team of 8+ hybrid Account Executives and Account Managers spanning both the SMB (1–200 employees) and Mid-Market (250–1,000 employees) segments. You will drive performance across both new-business closing and account expansion/retention, with responsibility for hitting revenue targets on new bookings and net revenue retention.
Key responsibilities include:
**Leadership & Team Management**
- Lead, mentor, and manage 8+ hybrid SMB and MM Account Executives/Account Managers, driving performance to exceed targets on new-business bookings and net revenue retention
- Provide coaching, training, and development opportunities across both new-business and account-management motions
- Establish a performance-driven culture with clear goals, continuous feedback, and scalable processes tailored to differing cycle lengths (SMB: 30-day cycle; MM: 60-day cycle)
- Foster a collaborative work environment that empowers innovation, career growth, and regular performance reviews
**Sales Strategy & Deal Management**
- Analyze sales data and call coaching to identify improvement areas across new-business and account-management motions, driving revenue impact and higher win rates
- Develop and implement strategies for training, objection handling, and consultative discovery across both segments
- Build renewal and expansion playbooks for the account-management side
- Ensure pipeline cleanliness with accurate stages, ARR, and forecast categories across new business, expansion, and renewals
- Accurately predict team outcomes within a 10% margin across bookings and retention
**Cross-Functional Collaboration**
- Work with Product, Engineering, Sales, Customer Success, Onboarding, Marketing, and Legal to unblock your team and drive results
Apollo is an AI-native company built on a culture of continuous improvement, with a focus on finding smarter, faster ways to get things done using AI and automation.
**Requirements**
- At least 3 years of direct sales experience in net-new closing; exposure to account management or renewals is a plus
- At least 2 years directly managing a team of 5+ Account Executives or Account Managers in net-new closing and/or expansion motions
- Top performer in current role with proven track record of consistently meeting team targets for a minimum of 3 trailing quarters across both new-business and retention metrics
- Strong consultative selling skills and sales process expertise, spanning both new-business discovery and account expansion/renewal conversations
- C1 English level (fluent)
- Data-driven approach to drive sales performance across a hybrid book of new business and renewals
- Ability to communicate, present to, and influence key stakeholders across technical and non-technical roles
- Adaptable with change and resourceful in finding smarter ways to achieve goals
- Coachable mindset: loves to learn, receive feedback, improve own skills, and coach team members
- Based in Bangalore, India
