Account Executive / Account Manager, MM (India)

<div class="content-intro"><p><a class="notion-link-token notion-focusable-token notion-enable-hover" href="http://apollo.io/" data-token-index="0"><span class="link-annotation-7a57a4e3-9668-4c92-9fb1-a9318bf3a91b--723603012">Apollo.io</span></a> is the leading go-to-market solution for revenue teams, trusted by over 500,000 companies and millions of users globally, from rapidly growing startups to some of the world's largest enterprises. Founded in 2015, the company is one of the fastest growing companies in SaaS, raising approximately $250 million to date and valued at $1.6 billion. <a class="notion-link-token notion-focusable-token notion-enable-hover" href="http://apollo.io/" data-token-index="2"><span class="link-annotation-7a57a4e3-9668-4c92-9fb1-a9318bf3a91b--723603012">Apollo.io</span></a> provides sales and marketing teams with easy access to verified contact data for over 210 million B2B contacts and 35 million companies worldwide, along with tools to engage and convert these contacts in one unified platform. By helping revenue professionals find the most accurate contact information and automating the outreach process, <a class="notion-link-token notion-focusable-token notion-enable-hover" href="http://apollo.io/" data-token-index="4"><span class="link-annotation-7a57a4e3-9668-4c92-9fb1-a9318bf3a91b--723603012">Apollo.io</span></a> turns prospects into customers. Apollo raised a series D in 2023 and is backed by top-tier investors, including Sequoia Capital, Bain Capital Ventures, and more, and counts the former President and COO of Hubspot, JD Sherman, among its board members.</p></div><div>As a hybrid Account Executive/Account Manager in our Mid-Market segment (companies of 250 to 1,000 employees), based in our future Apollo Bangalore office, you drive net-new outbound revenue across a territory of accounts and own the ongoing activation, expansion and renewal of a Tier 1/Tier 2 book you have already closed or inherited.<br><br><strong>Role overview</strong></div> <ul> <li>Single point of contact end to end: outbound prospecting, discovery, demo, pricing, negotiation, procurement and close, then ongoing activation, expansion and renewal</li> <li>Own a combined territory of net-new outbound accounts and an existing Tier 1/Tier 2 book [size to confirm with RevOps — dedicated MM AE territories run 600+ accounts, dedicated AM books are smaller and higher-touch; expect a reduced blended number here]</li> <li>Partner closely with Sales Development Managers on outreach for the new-business side, and with Customer Success, Support and Product on the account-management side</li> <li>Based in Bangalore, open to in-office presence once office opens</li> </ul> <div><strong>Pipeline and sales process execution</strong></div> <ul> <li>Manage the entire sales process, new and existing, from first touch through discovery, demonstration, pricing, negotiation, procurement, legal and close, inside an average cycle of 60 days or less</li> <li>Generate the large majority of new-business pipeline through outbound prospecting into your territory, and manage the pipeline surfaced from within your existing book</li> <li>Run 4 or more meetings per day and 20 or more per week, combined across new-business and account-management work</li> <li>Develop a pipeline that is majority self-sourced through outbound on the new-business side [confirm target mix — dedicated MM AE benchmark is 90% net-new outbound; AM benchmark blends inbound and account planning], and consistently hold 3x pipeline coverage based on a 40% win rate</li> <li>Achieve and exceed monthly and quarterly quotas for new-business bookings and net revenue retention</li> <li>Own your schedule a