Account Executive / Account Manager, MM (India)

The role

This person will drive net-new outbound revenue and manage the activation, expansion, and renewal of a Tier 1/Tier 2 book of accounts. They will act as a single point of contact for the entire sales process from prospecting to close and ongoing account management.

What you will do

• Manage the entire sales process from first touch through discovery, pricing, negotiation, and close
• Generate new-business pipeline through outbound prospecting
• Run 4 or more meetings per day and 20 or more per week
• Achieve and exceed monthly and quarterly quotas for new-business bookings and net revenue retention
• Own research, platform demos, CRM hygiene, and business reviews
• Tier account lists using a data-driven approach
• Run consultative discovery and tie findings to business outcomes
• Communicate with Director and above contacts in Sales, Marketing and RevOps
• Build detailed account plans for the top 20% of the book
• Analyze existing accounts' product usage to identify activation and adoption opportunities

Required qualifications

• 3+ years of combined quota-carrying net-new closing and account management/expansion experience
• Top performer in current role, top 15% of the sales team
• 100% or better attainment in at least three of the last four quarters
• 70% or more of new-business pipeline self-sourced through outbound
• Deal and book economics consistent with Mid-Market: cycle of 60 days or less, accounts of 250 to 1,000 employees
• A named consultative methodology applied day to day: MEDDIC, MEDDPICC, Sandler, Challenger or Command of the Message
• Experience selling to and managing relationships with Director and above buyers in Sales, Marketing or RevOps
• Experience working cross-functionally with Customer Success, Support, Marketing, Legal and Product teams
• Demonstrated use of AI tools to improve sales and account-management productivity
• Coachable
• Based in Bangalore, India

About the company

Apollo.io is a go-to-market solution for revenue teams providing access to verified contact data and engagement tools. The company is an AI-native SaaS business founded in 2015.