Sales Manager, SMB & 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><p>As a Sales Manager based in Apollo's Bangalore office, you will directly manage a team of 8+ hybrid Account Executive/Account Managers spanning both our SMB (1 to 200 employees) and Mid-Market (250 to 1,000 employees) segments. Your role includes 1:1 coaching and performance management across both new-business closing and account expansion/retention, developing your team's consultative selling across personas in both segments, and implementing strategies to hit revenue targets on new bookings and net revenue retention alike. You will also work cross-functional projects across Product, Engineering, Sales, Customer Success, Onboarding, Marketing and Legal to unblock your team.</p> <h2 id="leadership-team-management">Leadership & Team Management</h2> <ul> <li>Lead, mentor and manage a team of 8+ hybrid SMB and MM Account Executive/Account Managers, driving performance to exceed targets on both new-business bookings and net revenue retention, while providing coaching, training and development opportunities across both motions</li> <li>Establish a performance-driven culture with clear goals, continuous feedback and a focus on team efficiency and productivity through scalable processes, tailored to the differing cycle lengths and deal economics of SMB (30-day cycle) and MM (60-day cycle) reps</li> <li>Foster a collaborative and positive work environment, empowering innovation, career growth and regular performance reviews</li> </ul> <h2 id="sales-strategy-deal-management">Sales Strategy & Deal Management</h2> <ul> <li>Analyze sales data and call coaching to identify areas for improvement across both the new-business and account-management motions, driving revenue impact and higher win rates</li> <li>Develop and implement strategies to support training, objection handling and consultative discovery across both segments, plus renewal and expansion playbooks for the account-management side of the book</li> <li>Ensure pipeline cleanliness with accurate stages, ARR and forecast categories across new business, expansion and renewals, to provide a clear overview of team pipeline and deal progress</li> <li>A