Account Executive / Account Manager, SMB

Apollo.io

. Own the full commercial relationship for a book of SMB accounts with 1 to 200 employees .

Posted 9/22/2026full-timeBangalore • IndiaJuniorMid-LevelWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in managing full sales cycles for SMB accounts, including acquisition, expansion, and renewal, while utilizing AI tools to enhance productivity. Proven track record of exceeding quotas and effectively communicating with stakeholders at all levels.

Highest-signal resume keywords

Account Management ExperienceConsultative Sales ProcessQuota AttainmentHigh-Volume Sales MotionAI Tool Utilization

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Process ManagementNegotiationPipeline TrackingCustomer Relationship ManagementDiscovery CallsTrial ManagementQuota AchievementRenewal NegotiationObjection HandlingForecasting

Soft Skills

Excellent CommunicationInfluencing StakeholdersCoachability

Tools & Technologies

AI ToolsCRM Software

Industry Keywords

SMB AccountsSales CycleNet Revenue RetentionTeam-Selling ApproachBangalore

Tech Stack

Tools & technologies

Apollo

About the role

Key responsibilities & impact

Own the full commercial relationship for a book of SMB accounts with 1 to 200 employees
Acquire new logos through inbound leads
Expand and renew accounts already closed or inherited
Serve as the end-to-end 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
Split time between inbound new-business opportunities and managing and growing an owned book of existing accounts
Maintain an in-office presence in Bangalore once the office opens
Manage the full sales process, including trial management, negotiation, legal, and close, within an average cycle of 30 days or less
Manage inbound new-business prospects and expansion and renewal inquiries
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
Manage buyer and customer research, meetings, platform demos, CRM hygiene, escalations, follow-ups, and pricing calls
Handle objections during prospect evaluations and renewals
Run consultative discovery and connect findings to value and business outcomes
Communicate with Director-level 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 across new business and renewals within a 10% margin
Manage pricing and discounting for new deals and renewals
Apply AI tooling to improve research, preparation, and follow-up efficiency
Collaborate with leadership and teammates using a team-selling approach

Requirements

What you’ll need

2+ years of combined closing and account management experience with monthly or quarterly quota responsibility across net-new and existing accounts
Candidates with only pure AE or pure AM experience must 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 a parallel book of existing accounts
Top performer in current role, with at least 100% attainment across the trailing three quarters and known stack rank
SMB deal and account economics: sales cycles of 30 days or less and accounts under 200 employees
Named consultative sales process applied to new deals and renewal conversations
Prior SDR, BDR, equivalent high-volume sales seat, or book-owning CS/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 apply 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
Diverse, inclusive, and high-performing team environment
Professional growth opportunities and career development support