Account Executive / Account Manager, SMB (India)

About this role

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Account Executive / Account Manager, MM (India)

Apollo.io

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Skills you'll use

What you'll do

• Single point of contact end to end: first conversation, trial, negotiation, close, onboarding handoff, expansion and renewal
• Guide founders, sales leaders and RevOps professionals through evaluating Apollo's all-in-one sales platform, then manage the relationship after they buy
• Split motion: part of your time on inbound new-business opportunities, part managing and growing an owned book of existing accounts
• Based in Bangalore, open to in-office presence once office opens
• Manage the entire sales process, new and existing, from first conversation through trial management, negotiation, legal and close, inside an average cycle of 30 days or less
• Manage a pipeline of primarily inbound prospects for new business, and inbound inquiries from your own book for expansion and renewal
• Take 5 or more discovery and customer calls per day, and run 25 or more meetings per week combined across new business and book management
• Negotiate renewals within your book on a recurring monthly cadence

Who can apply

• Consistently create 3x pipeline coverage month over month, across both motions
• Achieve and exceed monthly and quarterly quotas for new business bookings and net revenue retention
• Own your schedule across buyer and customer research, initial meetings, platform demos, CRM hygiene, escalations, follow-ups and pricing calls
• Handle objections confidently, live, whether from a prospect evaluating Apollo or a customer facing a renewal
• Run consultative discovery, asking layered questions and tying findings back to value and business outcomes, whether the account is new or existing
• Communicate directly with Director and above contacts in Sales, Marketing and RevOps
• Tier your book to prioritize top new-business opportunities, top expansion accounts and top at-risk renewals
• Articulate a clear view of your combined pipeline, deals and renewals at each stage of your funnel

About Apollo.io

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