Apollo.io 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. Apollo.io 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, Apollo.io 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. 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. Leadership & Team Management - 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 - 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 - Foster a collaborative and positive work environment, empowering innovation, career growth and regular performance reviews Sales Strategy & Deal Management - 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 - 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 - 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 - Accurately predict your team's most likely outcome within a 10% margin, across bookings and retention Mindset and Behaviors - Drive Impact & Innovation – Bring your ideas, strategies and bold thinking to shape our company's values, culture and future vision - Thrive in a High-Performing Team – Be your authentic self in a diverse, inclusive and collaborative environment that pushes you to be your best - Embrace Challenges & Win – Excel in a competitive space where overcoming objections and turning setbacks into opportunities fuel your success, across both new-business and account-management challenges - Own Your Success – Maintain a sharp focus on goals, take responsibility for outcomes and continuously push yourself to improve - Bring the Hunger to Win – Stay proactive, seize opportunities and outperform in a fast-paced environment Minimum Qualifications - At least 3 years of direct sales experience in net-new closing; exposure to account management or renewals is a plus given the hybrid scope of this team - At least 2 years directly managing a team of 5+ Account Executives or Account Managers in net-new closing and/or expansion motions - Top performer in your current role - Proven track record of consistently meeting team targets, minimum of 3 trailing quarters, across both new-business and retention metrics - Experience using and coaching teams to have strong consultative selling skills and sales process in their day to day, spanning both new-business discovery and account expansion/renewal conversations - Must have a C1 English level - Have a data-driven approach to drive sales performance across a hybrid book of new business and renewals - Ability to communicate, present to and influence key stakeholders across both technical and non-technical roles - Adaptable with change and finding smarter ways to achieve goals - Be a coach and be coachable — loves to learn, receive feedback and improve their own skill, and also loves to coach their team to improve theirs - Based in Bangalore, India We are AI Native Apollo.io is an AI-native company built on a culture of continuous improvement. We’re on the front lines of driving productivity for our customers—and we expect the same mindset from our team. If you're energized by finding smarter, faster ways to get things done using AI and automation, you'll thrive here. Why You’ll Love Working at Apollo At Apollo, we’re driven by a shared mission: to help our customers unlock their full revenue potential. That’s why we take extreme ownership of our work, move with focus and urgency, and learn voraciously to stay ahead. We invest deeply in your growth, ensuring you have the resources, support, and autonomy to own your role and make a real impact. Collaboration is at our core—we’re all for one, meaning you’ll have a team across departments ready to help you succeed. We encourage bold ideas and courageous action, giving you the freedom to experiment, take smart risks, and drive big wins. If you’re looking for a place where your work matters, where you can push boundaries, and where your career can thrive—Apollo is the place for you. Learn more here!

Sales Manager, SMB & MM (India)

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