Sales Manager - SMB & MM

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