Account Executive / Account Manager, SMB

Apollo.io

. Own the full commercial relationship for an SMB account book, covering accounts with 1–200 employees .

Posted 10/15/2026full-timeBangalore • IndiaJuniorMid-LevelWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in managing SMB accounts, driving new business acquisition, and executing consultative sales processes. Proven ability to achieve sales quotas and manage high-volume sales motions while utilizing AI tools for enhanced productivity.

Highest-signal resume keywords

Account Management ExperienceConsultative Sales ProcessHigh-Volume Sales MotionQuota AttainmentAI Tools Utilization

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Process ManagementNegotiation SkillsPipeline TrackingQuota AchievementDiscovery CallsCustomer Relationship ManagementRenewal ManagementObjection HandlingForecastingPricing Management

Soft Skills

Excellent CommunicationInfluencing StakeholdersCoachabilityFeedback Reception

Tools & Technologies

CRM SoftwareAI Tools

Industry Keywords

SMB AccountsSales QuotasNew Business AcquisitionAccount ExpansionRevenue Retention

Tech Stack

Tools & technologies

Apollo

About the role

Key responsibilities & impact

Own the full commercial relationship for an SMB account book, covering accounts with 1–200 employees
Acquire new logos through inbound leads
Expand and renew accounts already closed or inherited
Serve as the end-to-end single point of contact from first conversation through trial, negotiation, close, onboarding handoff, expansion, and renewal
Guide founders, sales leaders, and RevOps professionals through evaluating Apollo’s all-in-one sales platform
Manage inbound new-business opportunities and an owned book of existing accounts
Manage sales processes from first conversation through trial management, negotiation, legal, and close
Manage inbound prospect and account pipelines
Conduct 5 or more discovery and customer calls per day and 25 or more meetings per week
Negotiate recurring monthly renewals
Create 3x pipeline coverage month over month
Achieve and exceed monthly and quarterly quotas for new-business bookings and net revenue retention
Own scheduling across research, meetings, demos, CRM hygiene, escalations, follow-ups, and pricing calls
Handle objections during prospect evaluation and customer renewals
Run consultative discovery and connect findings to value and business outcomes
Communicate with Director-and-above contacts in Sales, Marketing, and RevOps
Prioritize new-business opportunities, expansion accounts, and at-risk renewals
Track pipeline, deals, and renewals through each funnel stage
Forecast outcomes within a 10% margin
Manage pricing and discounting within a 30-day cycle
Apply AI tools to compress research, preparation, and follow-up time
Engage leadership in team selling to support and save deals

Requirements

What you’ll need

2+ years of combined closing and account management experience, carrying a monthly or quarterly quota including net-new and existing-book responsibility
Candidates with only pure AE or pure AM experience should show clear evidence of fast ramp on the other side
1+ year running a high-volume sales motion with 5 or more meetings per day, deals closing within one to three meetings, and parallel management of existing accounts
Top performer in current role, at or above 100% attainment across the trailing three quarters, with known stack rank
SMB deal and book economics: cycles of 30 days or less and accounts under 200 employees
Named consultative sales process applied daily to new deals and renewal conversations
Prior SDR, BDR, equivalent high-volume sales, book-owning CS, or AM experience
Demonstrated use of AI tools to improve sales and account-management productivity
Excellent communication and ability to influence technical and non-technical stakeholders
Coachable and able to take feedback during conversations
Based in Bangalore, India

Benefits

Comp & perks

Resources, support, and autonomy to own your role and make a real impact
Collaboration across departments and team support
Freedom to experiment, take smart risks, and drive big wins
Growth and career development support
Diverse, inclusive, and high-performing team environment