Account Executive / Account Manager

As a hybrid Account Executive/Account Manager in our Mid-Market segment (companies of 250 to 1,000 employees), based in our future Apollo Bangalore office, you drive net-new outbound revenue across a territory of accounts and own the ongoing activation, expansion and renewal of a Tier 1/Tier 2 book you have already closed or inherited.

Role overview

• Single point of contact end to end: outbound prospecting, discovery, demo, pricing, negotiation, procurement and close, then ongoing activation, expansion and renewal

• Own a combined territory of net-new outbound accounts and an existing Tier 1/Tier 2 book [size to confirm with RevOps — dedicated MM AE territories run 600+ accounts, dedicated AM books are smaller and higher-touch; expect a reduced blended number here]

• Partner closely with Sales Development Managers on outreach for the new-business side, and with Customer Success, Support and Product on the account-management side

• Based in Bangalore, open to in-office presence once office opens

Pipeline and sales process execution

• Manage the entire sales process, new and existing, from first touch through discovery, demonstration, pricing, negotiation, procurement, legal and close, inside an average cycle of 60 days or less

• Generate the large majority of new-business pipeline through outbound prospecting into your territory, and manage the pipeline surfaced from within your existing book

• Run 4 or more meetings per day and 20 or more per week, combined across new-business and account-management work

• Develop a pipeline that is majority self-sourced through outbound on the new-business side [confirm target mix — dedicated MM AE benchmark is 90% net-new outbound; AM benchmark blends inbound and account planning], and consistently hold 3x pipeline coverage based on a 40% win rate

• Achieve and exceed monthly and quarterly quotas for new-business bookings and net revenue retention

• Own your schedule across research, initial meetings, platform demos, CRM hygiene, escalations, follow-up meetings, business reviews and pricing calls

• Conduct customer meetings and account touches at a pace to be set by RevOps

Sales strategy and deal management

• Use a data-driven approach to tier your account list, both for new-business targeting and for identifying top expansion and at-risk accounts within your book

• Run consultative discovery, asking layered questions and tying findings back to business outcomes, on new deals and existing accounts alike

• Communicate directly with Director and above contacts in Sales, Marketing and RevOps, and multi-thread across departments

• Partner with Sales Development Managers on strategic outreach campaigns for the new-business side

• Build detailed account plans for the top 20% of your book, focused on growth strategy and expansion opportunities

• Conduct in-depth analysis of existing accounts' product usage to identify activation and adoption opportunities

• Articulate a clear view of your combined pipeline, deals and renewals at each stage, and forecast within a 10% margin

• Apply AI tooling to your own workflow to compress research, prep and follow-up time across a broader scope of work than a single-motion seat

Mindset and culture

• Thrive in a competitive environment, embracing challenges, enjoying objection handling and using setbacks as fuel

• Thrive with a high level of ambiguity and change while maintaining a customer-centric approach at scale

• Take responsibility for successes and failures with a relentless drive to keep improving

• Be a self-starter who stays motivated through repeated objections and repeated no on the new-business side, and through slow-moving accounts on the existing-book side

• Sell as a team, proactively bringing leadership into deals and customer situations

• Bring genuine curiosity about sales technology, customer business models and industry trends

• Engage as your unique self in a diverse, inclusive and high-performing team

What we are looking for

• 3+ years of combined quota-carrying net-new closing and account management/expansion experience. Candidates with only one side of this (pure AE or pure AM) should show clear evidence of fast ramp on the other

• Top performer in current role, top 15% of the sales team, with stack rank known and nameable

• 100% or better attainment in at least three of the last four quarters, with an owned explanation for any miss

• 70% or more of new-business pipeline self-sourced through outbound [confirm target mix for the hybrid seat]

• 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, and demonstrably so: you take feedback inside the conversation, not after it

• Based in Bangalore, India