[{"data":1,"prerenderedAt":101},["ShallowReactive",2],{"$fflZhR1IQjSghm887nPbLY1pCd7KxLMeadCq7WHqkswE":3,"$feqAz7UIVkmEsyoRHWBsnAGffahunW1V-pnFwvrrLxw8":25},{"job":4},{"id":5,"applyToken":6,"slug":7,"title":8,"companyname":9,"companylogo":10,"city":11,"country":12,"remote":13,"employmentType":14,"department":16,"content_html":17,"content_text":18,"years":19,"createdAt":20,"updatedAtISO":21,"postedAtISO":22,"hasSalary":13,"salaryMin":19,"salaryMax":19,"currency":23,"schema":24},"233ad1a9e757a5630b9ce124a1b9a5f27db508f64ed6d37e4ae928ff9534c132","4bed87db26aef6adc5e21750d75d712a1eef475c82c3d2bdc34f89b635dad22e","account-executive-account-manager-smb-india-at-apollo-0effa349da","Account Executive / Account Manager, SMB (India)","apollo","","Hybrid","Bangalore",false,[15],"Full-time","Sales","\u003Cp>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.\u003C/p>\u003Cp>As a hybrid Account Executive/Account Manager in our SMB segment (accounts of 1 to 200 employees), based in our future Apollo Bangalore office, you own the full commercial relationship for your book: new logo acquisition through inbound leads, and the expansion and renewal of accounts you have already closed or inherited.\u003Cbr>\u003Cbr>\u003Cstrong>Role overview\u003C/strong>\u003C/p>\n\u003Cul>\n\u003Cli>Single point of contact end to end: first conversation, trial, negotiation, close, onboarding handoff, expansion and renewal\u003C/li>\n\u003Cli>Guide founders, sales leaders and RevOps professionals through evaluating Apollo's all-in-one sales platform, then manage the relationship after they buy\u003C/li>\n\u003Cli>Split motion: part of your time on inbound new-business opportunities, part managing and growing an owned book of existing accounts\u003C/li>\n\u003Cli>Based in Bangalore, open to in-office presence once office opens\u003C/li>\n\u003C/ul>\n\u003Cp>\u003Cbr>\u003Cbr>\u003Cstrong>Pipeline and sales process execution\u003C/strong>\u003C/p>\n\u003Cul>\n\u003Cli>Manage the entire sales process, new and existing, from first conversation through trial management, negotiation, legal and close, inside an average cycle of 30 days or less\u003C/li>\n\u003Cli>Manage a pipeline of primarily inbound prospects for new business, and inbound inquiries from your own book for expansion and renewal\u003C/li>\n\u003Cli>Take 5 or more discovery and customer calls per day, and run 25 or more meetings per week combined across new business and book management\u003C/li>\n\u003Cli>Negotiate renewals within your book on a recurring monthly cadence\u003C/li>\n\u003Cli>Consistently create 3x pipeline coverage month over month, across both motions\u003C/li>\n\u003Cli>Achieve and exceed monthly and quarterly quotas for new business bookings and net revenue retention\u003C/li>\n\u003Cli>Own your schedule across buyer and customer research, initial meetings, platform demos, CRM hygiene, escalations, follow-ups and pricing calls\u003C/li>\n\u003Cli>Handle objections confidently, live, whether from a prospect evaluating Apollo or a customer facing a renewal\u003C/li>\n\u003C/ul>\n\u003Cp>\u003Cbr>\u003Cbr>\u003Cstrong>Sales strategy and deal management\u003C/strong>\u003C/p>\n\u003Cul>\n\u003Cli>Run consultative discovery, asking layered questions and tying findings back to value and business outcomes, whether the account is new or existing\u003C/li>\n\u003Cli>Communicate directly with Director and above contacts in Sales, Marketing and RevOps\u003C/li>\n\u003Cli>Tier your book to prioritize top new-business opportunities, top expansion accounts and top at-risk renewals\u003C/li>\n\u003Cli>Articulate a clear view of your combined pipeline, deals and renewals at each stage of your funnel\u003C/li>\n\u003Cli>Forecast your most likely outcome, across new business and renewals, within a 10% margin\u003C/li>\n\u003Cli>Hold price and manage discounting inside a 30-day cycle, on both net-new deals and renewals\u003C/li>\n\u003Cli>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\u003C/li>\n\u003C/ul>\n\u003Cp>\u003Cbr>\u003Cbr>\u003Cstrong>Mindset and culture\u003C/strong>\u003C/p>\n\u003Cul>\n\u003Cli>Thrive in a competitive environment, embracing challenges, enjoying objection handling and using setbacks as fuel\u003C/li>\n\u003Cli>Take responsibility for successes and failures with a relentless drive to keep improving\u003C/li>\n\u003Cli>Maintain a sharp focus on your goals and a belief that your daily, weekly and monthly activities will get you there\u003C/li>\n\u003Cli>Be a self-starter who proactively identifies opportunities and stays motivated in the face of multiple objections, across both acquisition and retention work\u003C/li>\n\u003Cli>Bring a team-selling approach, proactively engaging leadership to support selling and saving deals\u003C/li>\n\u003Cli>Engage as your unique self in a diverse, inclusive and high-performing team\u003C/li>\n\u003C/ul>\n\u003Cp>\u003Cbr>\u003Cbr>\u003Cstrong>What we are looking for\u003C/strong>\u003C/p>\n\u003Cul>\n\u003Cli>2+ years of closing and account management experience combined, carrying a monthly or quarterly quota that included both net-new and existing-book responsibility. Candidates with only one side of this (pure AE or pure AM) should show clear evidence of fast ramp on the other\u003C/li>\n\u003Cli>1+ year running a high-volume motion: 5 or more meetings a day, deals closing inside one to three meetings, and a book of existing accounts managed in parallel\u003C/li>\n\u003Cli>Top performer in current role, at or above 100% attainment across the trailing three quarters, with stack rank known\u003C/li>\n\u003Cli>Deal and book economics consistent with SMB: 30-day-or-less cycles, accounts under 200 employees\u003C/li>\n\u003Cli>A named consultative sales process applied day to day, on new deals and renewal conversations alike\u003C/li>\n\u003Cli>Came up through an SDR, BDR or equivalent high-volume sales seat, or through a book-owning CS/AM seat, before this role\u003C/li>\n\u003Cli>Demonstrated use of AI tools to improve sales and account-management productivity\u003C/li>\n\u003Cli>Excellent communication and the ability to influence stakeholders across technical and non-technical roles\u003C/li>\n\u003Cli>Coachable, and demonstrably so: you take feedback inside the conversation, not after it\u003C/li>\n\u003Cli>Based in Bangalore, India\u003C/li>\n\u003C/ul>\u003Ch3>We are AI Native\u003C/h3>\n\u003Cp>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.\u003C/p>\n\u003Ch3>Why You’ll Love Working at Apollo\u003C/h3>\n\u003Cp>At Apollo, we’re driven by a shared mission: to help our customers unlock their full revenue potential. That’s why we \u003Cstrong>take extreme ownership\u003C/strong> of our work, \u003Cstrong>move with focus and urgency\u003C/strong>, and \u003Cstrong>learn voraciously\u003C/strong> to stay ahead.\u003C/p>\n\u003Cp>We invest deeply in your growth, ensuring you have the resources, support, and autonomy to \u003Cstrong>own your role and make a real impact\u003C/strong>. Collaboration is at our core—we’re \u003Cstrong>all for one\u003C/strong>, meaning you’ll have a team across departments ready to help you succeed. We encourage \u003Cstrong>bold ideas and courageous action\u003C/strong>, giving you the freedom to experiment, take smart risks, and drive big wins.\u003C/p>\n\u003Cp>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. \u003C/p>\n\u003Cp>Learn more here!\u003C/p>","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 hybrid Account Executive/Account Manager in our SMB segment (accounts of 1 to 200 employees), based in our future Apollo Bangalore office, you own the full commercial relationship for your book: new logo acquisition through inbound leads, and the expansion and renewal of accounts you have already closed or inherited. Role overview Single point of contact end to end: first conversation, trial, negotiation, close, onboarding handoff, expansion and renewal Guide founders, sales leaders and RevOps professionals through evaluating Apollo's all-in-one sales platform, then manage the relationship after they buy Split motion: part of your time on inbound new-business opportunities, part managing and growing an owned book of existing accounts 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 conversation through trial management, negotiation, legal and close, inside an average cycle of 30 days or less Manage a pipeline of primarily inbound prospects for new business, and inbound inquiries from your own book for expansion and renewal Take 5 or more discovery and customer calls per day, and run 25 or more meetings per week combined across new business and book management Negotiate renewals within your book on a recurring monthly cadence Consistently create 3x pipeline coverage month over month, across both motions Achieve and exceed monthly and quarterly quotas for new business bookings and net revenue retention Own your schedule across buyer and customer research, initial meetings, platform demos, CRM hygiene, escalations, follow-ups and pricing calls Handle objections confidently, live, whether from a prospect evaluating Apollo or a customer facing a renewal Sales strategy and deal management Run consultative discovery, asking layered questions and tying findings back to value and business outcomes, whether the account is new or existing Communicate directly with Director and above contacts in Sales, Marketing and RevOps Tier your book to prioritize top new-business opportunities, top expansion accounts and top at-risk renewals Articulate a clear view of your combined pipeline, deals and renewals at each stage of your funnel Forecast your most likely outcome, across new business and renewals, within a 10% margin Hold price and manage discounting inside a 30-day cycle, on both net-new deals and renewals 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 Take responsibility for successes and failures with a relentless drive to keep improving Maintain a sharp focus on your goals and a belief that your daily, weekly and monthly activities will get you there Be a self-starter who proactively identifies opportunities and stays motivated in the face of multiple objections, across both acquisition and retention work Bring a team-selling approach, proactively engaging leadership to support selling and saving deals Engage as your unique self in a diverse, inclusive and high-performing team What we are looking for 2+ years of closing and account management experience combined, carrying a monthly or quarterly quota that included both net-new and existing-book responsibility. Candidates with only one side of this (pure AE or pure AM) should show clear evidence of fast ramp on the other 1+ year running a high-volume motion: 5 or more meetings a day, deals closing inside one to three meetings, and a book of existing accounts managed in parallel Top performer in current role, at or above 100% attainment across the trailing three quarters, with stack rank known Deal and book economics consistent with SMB: 30-day-or-less cycles, accounts under 200 employees A named consultative sales process applied day to day, on new deals and renewal conversations alike Came up through an SDR, BDR or equivalent high-volume sales seat, or through a book-owning CS/AM seat, before this role Demonstrated use of AI tools to improve sales and account-management productivity Excellent communication and the ability to influence stakeholders across technical and non-technical roles Coachable, and demonstrably so: you take feedback inside the conversation, not after it 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!",0,1792107703000,"2026-10-16 01:47:38","2026-10-15T11:54:25-04:00","USD",{"jsonldValid":13,"jsonld":10},{"jobs":26},[27,37,53,64,77,87],{"id":28,"applyToken":29,"slug":30,"title":31,"companyname":9,"companylogo":10,"city":11,"country":12,"remote":13,"employmentType":32,"department":16,"content_html":33,"content_text":34,"years":19,"createdAt":20,"updatedAtISO":21,"postedAtISO":35,"hasSalary":13,"salaryMin":19,"salaryMax":19,"currency":23,"schema":36},"995a4e170fdc2c0744febfc32e14fb27188c02969be816c3a6e3d1608b58f49c","42710bc01406ae5818d475e36818dce380b5af7d45e52972b8ddf3c6ffa5d175","account-executive-account-manager-mm-india-at-apollo-f7ae0b2e0e","Account Executive / Account Manager, MM (India)",[15],"\u003Cp>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.\u003C/p>\u003Cp>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.\u003Cbr>\u003Cbr>\u003Cstrong>Role overview\u003C/strong>\u003C/p>\n\u003Cul>\n\u003Cli>Single point of contact end to end: outbound prospecting, discovery, demo, pricing, negotiation, procurement and close, then ongoing activation, expansion and renewal\u003C/li>\n\u003Cli>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]\u003C/li>\n\u003Cli>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\u003C/li>\n\u003Cli>Based in Bangalore, open to in-office presence once office opens\u003C/li>\n\u003C/ul>\n\u003Cp>\u003Cstrong>Pipeline and sales process execution\u003C/strong>\u003C/p>\n\u003Cul>\n\u003Cli>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\u003C/li>\n\u003Cli>Generate the large majority of new-business pipeline through outbound prospecting into your territory, and manage the pipeline surfaced from within your existing book\u003C/li>\n\u003Cli>Run 4 or more meetings per day and 20 or more per week, combined across new-business and account-management work\u003C/li>\n\u003Cli>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\u003C/li>\n\u003Cli>Achieve and exceed monthly and quarterly quotas for new-business bookings and net revenue retention\u003C/li>\n\u003Cli>Own your schedule across research, initial meetings, platform demos, CRM hygiene, escalations, follow-up meetings, business reviews and pricing calls\u003C/li>\n\u003Cli>Conduct customer meetings and account touches at a pace to be set by RevOps\u003C/li>\n\u003C/ul>\n\u003Cp>\u003Cstrong>Sales strategy and deal management\u003C/strong>\u003C/p>\n\u003Cul>\n\u003Cli>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\u003C/li>\n\u003Cli>Run consultative discovery, asking layered questions and tying findings back to business outcomes, on new deals and existing accounts alike\u003C/li>\n\u003Cli>Communicate directly with Director and above contacts in Sales, Marketing and RevOps, and multi-thread across departments\u003C/li>\n\u003Cli>Partner with Sales Development Managers on strategic outreach campaigns for the new-business side\u003C/li>\n\u003Cli>Build detailed account plans for the top 20% of your book, focused on growth strategy and expansion opportunities\u003C/li>\n\u003Cli>Conduct in-depth analysis of existing accounts' product usage to identify activation and adoption opportunities\u003C/li>\n\u003Cli>Articulate a clear view of your combined pipeline, deals and renewals at each stage, and forecast within a 10% margin\u003C/li>\n\u003Cli>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\u003C/li>\n\u003C/ul>\n\u003Cp>\u003Cstrong>Mindset and culture\u003C/strong>\u003C/p>\n\u003Cul>\n\u003Cli>Thrive in a competitive environment, embracing challenges, enjoying objection handling and using setbacks as fuel\u003C/li>\n\u003Cli>Thrive with a high level of ambiguity and change while maintaining a customer-centric approach at scale\u003C/li>\n\u003Cli>Take responsibility for successes and failures with a relentless drive to keep improving\u003C/li>\n\u003Cli>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\u003C/li>\n\u003Cli>Sell as a team, proactively bringing leadership into deals and customer situations\u003C/li>\n\u003Cli>Bring genuine curiosity about sales technology, customer business models and industry trends\u003C/li>\n\u003Cli>Engage as your unique self in a diverse, inclusive and high-performing team\u003C/li>\n\u003C/ul>\n\u003Cp>\u003Cbr>\u003Cstrong>What we are looking for\u003C/strong>\u003C/p>\n\u003Cul>\n\u003Cli>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\u003C/li>\n\u003Cli>Top performer in current role, top 15% of the sales team, with stack rank known and nameable\u003C/li>\n\u003Cli>100% or better attainment in at least three of the last four quarters, with an owned explanation for any miss\u003C/li>\n\u003Cli>70% or more of new-business pipeline self-sourced through outbound [confirm target mix for the hybrid seat]\u003C/li>\n\u003Cli>Deal and book economics consistent with Mid-Market: cycle of 60 days or less, accounts of 250 to 1,000 employees\u003C/li>\n\u003Cli>A named consultative methodology applied day to day: MEDDIC, MEDDPICC, Sandler, Challenger or Command of the Message\u003C/li>\n\u003Cli>Experience selling to and managing relationships with Director and above buyers in Sales, Marketing or RevOps\u003C/li>\n\u003Cli>Experience working cross-functionally with Customer Success, Support, Marketing, Legal and Product teams\u003C/li>\n\u003Cli>Demonstrated use of AI tools to improve sales and account-management productivity\u003C/li>\n\u003Cli>Coachable, and demonstrably so: you take feedback inside the conversation, not after it\u003C/li>\n\u003Cli>Based in Bangalore, India\u003C/li>\n\u003C/ul>\u003Ch3>We are AI Native\u003C/h3>\n\u003Cp>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.\u003C/p>\n\u003Ch3>Why You’ll Love Working at Apollo\u003C/h3>\n\u003Cp>At Apollo, we’re driven by a shared mission: to help our customers unlock their full revenue potential. That’s why we \u003Cstrong>take extreme ownership\u003C/strong> of our work, \u003Cstrong>move with focus and urgency\u003C/strong>, and \u003Cstrong>learn voraciously\u003C/strong> to stay ahead.\u003C/p>\n\u003Cp>We invest deeply in your growth, ensuring you have the resources, support, and autonomy to \u003Cstrong>own your role and make a real impact\u003C/strong>. Collaboration is at our core—we’re \u003Cstrong>all for one\u003C/strong>, meaning you’ll have a team across departments ready to help you succeed. We encourage \u003Cstrong>bold ideas and courageous action\u003C/strong>, giving you the freedom to experiment, take smart risks, and drive big wins.\u003C/p>\n\u003Cp>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. \u003C/p>\n\u003Cp>Learn more here!\u003C/p>","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 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 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!","2026-10-15T11:55:42-04:00",{"jsonldValid":13,"jsonld":10},{"id":38,"applyToken":39,"slug":40,"title":41,"companyname":9,"companylogo":10,"city":42,"country":43,"remote":44,"employmentType":45,"department":16,"content_html":46,"content_text":47,"years":19,"createdAt":20,"updatedAtISO":48,"postedAtISO":49,"hasSalary":13,"salaryMin":50,"salaryMax":51,"currency":23,"schema":52},"af98e13e632d349ebb4bb3eaa6788b4003df01a1bb95fedb43a5be8352470cdc","5476d90339ceba19a27c173811085c9f7f4c797305ea28235377a4dc5e3ee0aa","gtm-senior-solutions-consultant-presales-at-apollo-ef0365b559","GTM Senior Solutions Consultant (Presales)","Remote","United States",true,[15],"\u003Cp>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.\u003C/p>\u003Cp>At Apollo, \u003Cstrong>Senior Solutions Consultants\u003C/strong> don't just support deals, they shape them. This role sits at the intersection of revenue, product, and the customer, directly influencing how Apollo wins, retains, and expands its most strategic accounts. As a trusted technical and strategic advisor across the full customer lifecycle, this person drives complex, high-stakes deals forward, accelerates time-to-value, and influences long-term business outcomes for our customers. This person is not only an expert in solution architecture, but they also serve as player-coach who scales the impact of the SC function through mentorship, strategic influence, and repeatable playbooks and tools.\u003C/p>\n\u003Cp>You will partner with AEs and AMs, Sales Leadership, Customer Success, Marketing, Product, and Engineering to architect end-to-end solutions, from discovery through customer onboarding and expansion. You will also help scale the Solution Consulting team by building repeatable playbooks and tools, documenting best practices, and mentoring peers.\u003C/p>\n\u003Ch3>What You’ll Do\u003C/h3>\n\u003Cul>\n\u003Cli>\u003Cstrong>Discovery & Value Selling \u003C/strong>– Lead technical and business discovery to uncover pain, success metrics, and buying criteria. Align Apollo’s platform to ROI, operational efficiency, and revenue impact through tailored narratives and demos, presenting confidently to technical and non-technical executive audiences.\u003Cbr>\u003Cbr>\u003C/li>\n\u003Cli>\u003Cstrong>Sales Partnership\u003C/strong> – Co-own complex deals with AEs by collaborating on deal strategy with a strong, informed point of view to influence stakeholders, navigate buying committees, and mitigate evaluation risk through deep cross-functional engagement.\u003Cbr>\u003Cbr>\u003C/li>\n\u003Cli>\u003Cstrong>POC & Trial Execution –\u003C/strong> Design and run POC-based trials that validate business impact early, identify leading indicator success metrics, and accelerate decision-making. Facilitate the pre-sale to post-sale handoff to ensure smooth onboarding and expansion readiness for our customers.\u003C/li>\n\u003C/ul>\n\u003Cul>\n\u003Cli>\u003Cstrong>Technical Discovery & Solution Design – \u003C/strong>Engage technical stakeholders to design scalable, secure integrations. Produce system diagrams, data flows, and architecture recommendations that align with buyer objectives. Leverage REST APIs, CRM/marketing automation, and tools like Zapier or Workato to integrate Apollo into the GTM stack, decreasing customer time-to-value and long-term scalability.\u003Cbr>\u003Cbr>\u003C/li>\n\u003Cli>\u003Cstrong>Product Strategy \u003C/strong>– Serve as the voice of the customer, advising on go-to-market solution optimization and surfacing actionable feedback from the field to influence product roadmap priorities, GTM strategy, and how Apollo wins and retains customers.\u003Cbr>\u003Cbr>\u003C/li>\n\u003Cli>\u003Cstrong>Full-funnel Solution Management & Tooling\u003C/strong> – Co-create solutions that drive adoption, manage process change, and work closely with Onboarding and Success teams to mitigate post-sale risk and ensure customers achieve measurable value.\u003C/li>\n\u003C/ul>\n\u003Cul>\n\u003Cli>\u003Cstrong>Mentorship & Enablement\u003C/strong> – Coach peers on discovery, demos, and technical and solution strategy – while contributing to internal enablement sessions, building playbooks, demo environments, and competitive resources that elevate team performance and accelerate deals.\u003C/li>\n\u003C/ul>\n\u003Ch3> \u003Cstrong>What We’re Looking For\u003C/strong>\u003C/h3>\n\u003Cul>\n\u003Cli>\u003Cstrong>8+ years\u003C/strong> in presales (Solution Consulting, Sales Engineering, or Technical Success) with a track record of owning and influencing complex, high-stakes SaaS deals in a GTM technology environment. \u003Cbr>\u003Cbr>\u003C/li>\n\u003Cli>At least \u003Cstrong>4+ years\u003C/strong> of demonstrated experience selling to Enterprise-level accounts.\u003Cbr>\u003Cbr>\u003C/li>\n\u003Cli>\u003Cstrong>Proven ability to lead technical solution validation with a consultative, customer-obsessed approach: \u003C/strong>Live our \u003Cstrong>\u003Cem>be customer obsessed\u003C/em>\u003C/strong>\u003Cem> \u003C/em>value by deeply understanding each strategic account's goals to reduce evaluation risk, accelerate sales velocity, and put customer success at the center of every engagement.\u003Cbr>\u003Cbr>\u003C/li>\n\u003Cli>\u003Cstrong>Experience with integration-heavy customer lifecycles \u003C/strong>within the sales tech stack ecosystem.\u003Cstrong> Fluency with REST APIs, CRMs, data pipelines, and sales/marketing automation tools\u003C/strong>, with the ability to design scalable, integration-rich solutions.\u003Cbr>\u003Cbr>\u003C/li>\n\u003Cli>\u003Cstrong>Executive-level communication skills\u003C/strong>: able to present credibly to VP- and C-level stakeholders by leveraging storytelling skills while adapting technical depth to the audience.\u003Cbr>\u003Cbr>\u003C/li>\n\u003Cli>\u003Cstrong>Cross-functional Operator\u003C/strong>: proven ability to partner effectively with Sales, Customer-Onboarding, Success, Marketing, Product and Engineering to deliver measurable customer outcomes and live our \u003Cstrong>\u003Cem>be “all for one”\u003C/em>\u003C/strong>\u003Cstrong> \u003C/strong>value.\u003Cbr>\u003Cbr>\u003C/li>\n\u003Cli>\u003Cstrong>AI-Native Mentality:\u003C/strong> You have a demonstrated track record of \u003Cstrong>\u003Cem>taking extreme ownership\u003C/em>\u003C/strong>\u003Cstrong>,\u003C/strong> by embracing AI technology not as a nice-to-have but as a core part of how you work, backed by a builder’s mindset for applying AI in innovative ways to work smarter and solve problems faster.\u003C/li>\n\u003C/ul>\n\u003Ch3> Nice to Have\u003C/h3>\n\u003Cul>\n\u003Cli>Past experience at a \u003Cstrong>fast-growing PLG or hybrid go-to-market\u003C/strong> SaaS company.\u003Cbr>\u003Cbr>\u003C/li>\n\u003Cli>\u003Cstrong>Proven success as a player-coach\u003C/strong>: mentoring peers across both presales and cross-functional teams, contributing scalable assets, and elevating team performance.\u003Cbr>\u003Cbr>\u003C/li>\n\u003Cli>Recognized as a \u003Cstrong>thought leader \u003C/strong>in sales technology, marketing automation, leveraging AI, or with RevOps best practices.\u003C/li>\n\u003C/ul>\u003Cp>The listed Pay Range reflects the total cash compensation inclusive of annual base salary and annual bonus as applicable. For sales roles, the range provided is the role’s On Target Earnings (\"OTE\") range, meaning that the range includes both the sales commissions/sales bonus target and annual base salary for the role. This salary range may be inclusive of several career levels at Apollo and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location. Applicants interested in this role who are not located in the US may request the annual salary range for their location during the interview process.\u003C/p>\n\u003Cp>Additional benefits for this role may include: equity; company bonus or sales commissions/bonuses; 401(k) plan; at least 10 paid holidays per year, flex PTO, and parental leave; employee assistance program and wellbeing benefits; global travel coverage; life/AD&D/STD/LTD insurance; FSA/HSA and medical, dental, and vision benefits.\u003C/p>\u003Cp>Tier 1 Pay Range (San Francisco, New York City, Seattle)\u003C/p>\u003Cp>$185,000—$205,000 USD\u003C/p>\u003Cp>Tier 2 Pay Range (All other US Locations)\u003C/p>\u003Cp>$185,000—$205,000 USD\u003C/p>\u003Cp>The listed Pay Range reflects the total cash compensation inclusive of annual base salary and annual bonus as applicable. For sales roles, the range provided is the role’s On Target Earnings (\"OTE\") range, meaning that the range includes both the sales commissions/sales bonus target and annual base salary for the role. This salary range may be inclusive of several career levels at Apollo and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location. Applicants interested in this role who are not located in the US may request the annual salary range for their location during the interview process.\u003C/p>\n\u003Cp>Additional benefits for this role may include: equity; company bonus or sales commissions/bonuses; 401(k) plan; at least 10 paid holidays per year, flex PTO, and parental leave; employee assistance program and wellbeing benefits; global travel coverage; life/AD&D/STD/LTD insurance; FSA/HSA and medical, dental, and vision benefits.\u003C/p>\u003Cp>Pay Transparency Range\u003C/p>\u003Cp>$185,000—$205,000 USD\u003C/p>\u003Ch3>We are AI Native\u003C/h3>\n\u003Cp>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.\u003C/p>\n\u003Ch3>Why You’ll Love Working at Apollo\u003C/h3>\n\u003Cp>At Apollo, we’re driven by a shared mission: to help our customers unlock their full revenue potential. That’s why we \u003Cstrong>take extreme ownership\u003C/strong> of our work, \u003Cstrong>move with focus and urgency\u003C/strong>, and \u003Cstrong>learn voraciously\u003C/strong> to stay ahead.\u003C/p>\n\u003Cp>We invest deeply in your growth, ensuring you have the resources, support, and autonomy to \u003Cstrong>own your role and make a real impact\u003C/strong>. Collaboration is at our core—we’re \u003Cstrong>all for one\u003C/strong>, meaning you’ll have a team across departments ready to help you succeed. We encourage \u003Cstrong>bold ideas and courageous action\u003C/strong>, giving you the freedom to experiment, take smart risks, and drive big wins.\u003C/p>\n\u003Cp>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. \u003C/p>\n\u003Cp>Learn more here!\u003C/p>","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. At Apollo, Senior Solutions Consultants don't just support deals, they shape them. This role sits at the intersection of revenue, product, and the customer, directly influencing how Apollo wins, retains, and expands its most strategic accounts. As a trusted technical and strategic advisor across the full customer lifecycle, this person drives complex, high-stakes deals forward, accelerates time-to-value, and influences long-term business outcomes for our customers. This person is not only an expert in solution architecture, but they also serve as player-coach who scales the impact of the SC function through mentorship, strategic influence, and repeatable playbooks and tools. You will partner with AEs and AMs, Sales Leadership, Customer Success, Marketing, Product, and Engineering to architect end-to-end solutions, from discovery through customer onboarding and expansion. You will also help scale the Solution Consulting team by building repeatable playbooks and tools, documenting best practices, and mentoring peers. What You’ll Do Discovery & Value Selling – Lead technical and business discovery to uncover pain, success metrics, and buying criteria. Align Apollo’s platform to ROI, operational efficiency, and revenue impact through tailored narratives and demos, presenting confidently to technical and non-technical executive audiences. Sales Partnership – Co-own complex deals with AEs by collaborating on deal strategy with a strong, informed point of view to influence stakeholders, navigate buying committees, and mitigate evaluation risk through deep cross-functional engagement. POC & Trial Execution – Design and run POC-based trials that validate business impact early, identify leading indicator success metrics, and accelerate decision-making. Facilitate the pre-sale to post-sale handoff to ensure smooth onboarding and expansion readiness for our customers. Technical Discovery & Solution Design – Engage technical stakeholders to design scalable, secure integrations. Produce system diagrams, data flows, and architecture recommendations that align with buyer objectives. Leverage REST APIs, CRM/marketing automation, and tools like Zapier or Workato to integrate Apollo into the GTM stack, decreasing customer time-to-value and long-term scalability. Product Strategy – Serve as the voice of the customer, advising on go-to-market solution optimization and surfacing actionable feedback from the field to influence product roadmap priorities, GTM strategy, and how Apollo wins and retains customers. Full-funnel Solution Management & Tooling – Co-create solutions that drive adoption, manage process change, and work closely with Onboarding and Success teams to mitigate post-sale risk and ensure customers achieve measurable value. Mentorship & Enablement – Coach peers on discovery, demos, and technical and solution strategy – while contributing to internal enablement sessions, building playbooks, demo environments, and competitive resources that elevate team performance and accelerate deals. What We’re Looking For 8+ years in presales (Solution Consulting, Sales Engineering, or Technical Success) with a track record of owning and influencing complex, high-stakes SaaS deals in a GTM technology environment. At least 4+ years of demonstrated experience selling to Enterprise-level accounts. Proven ability to lead technical solution validation with a consultative, customer-obsessed approach: Live our be customer obsessed value by deeply understanding each strategic account's goals to reduce evaluation risk, accelerate sales velocity, and put customer success at the center of every engagement. Experience with integration-heavy customer lifecycles within the sales tech stack ecosystem. Fluency with REST APIs, CRMs, data pipelines, and sales/marketing automation tools , with the ability to design scalable, integration-rich solutions. Executive-level communication skills : able to present credibly to VP- and C-level stakeholders by leveraging storytelling skills while adapting technical depth to the audience. Cross-functional Operator : proven ability to partner effectively with Sales, Customer-Onboarding, Success, Marketing, Product and Engineering to deliver measurable customer outcomes and live our be “all for one” value. AI-Native Mentality: You have a demonstrated track record of taking extreme ownership , by embracing AI technology not as a nice-to-have but as a core part of how you work, backed by a builder’s mindset for applying AI in innovative ways to work smarter and solve problems faster. Nice to Have Past experience at a fast-growing PLG or hybrid go-to-market SaaS company. Proven success as a player-coach : mentoring peers across both presales and cross-functional teams, contributing scalable assets, and elevating team performance. Recognized as a thought leader in sales technology, marketing automation, leveraging AI, or with RevOps best practices. The listed Pay Range reflects the total cash compensation inclusive of annual base salary and annual bonus as applicable. For sales roles, the range provided is the role’s On Target Earnings (\"OTE\") range, meaning that the range includes both the sales commissions/sales bonus target and annual base salary for the role. This salary range may be inclusive of several career levels at Apollo and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location. Applicants interested in this role who are not located in the US may request the annual salary range for their location during the interview process. Additional benefits for this role may include: equity; company bonus or sales commissions/bonuses; 401(k) plan; at least 10 paid holidays per year, flex PTO, and parental leave; employee assistance program and wellbeing benefits; global travel coverage; life/AD&D/STD/LTD insurance; FSA/HSA and medical, dental, and vision benefits. Tier 1 Pay Range (San Francisco, New York City, Seattle) $185,000—$205,000 USD Tier 2 Pay Range (All other US Locations) $185,000—$205,000 USD The listed Pay Range reflects the total cash compensation inclusive of annual base salary and annual bonus as applicable. For sales roles, the range provided is the role’s On Target Earnings (\"OTE\") range, meaning that the range includes both the sales commissions/sales bonus target and annual base salary for the role. This salary range may be inclusive of several career levels at Apollo and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location. Applicants interested in this role who are not located in the US may request the annual salary range for their location during the interview process. Additional benefits for this role may include: equity; company bonus or sales commissions/bonuses; 401(k) plan; at least 10 paid holidays per year, flex PTO, and parental leave; employee assistance program and wellbeing benefits; global travel coverage; life/AD&D/STD/LTD insurance; FSA/HSA and medical, dental, and vision benefits. Pay Transparency Range $185,000—$205,000 USD 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!","2026-10-16 01:47:42","2026-10-13T23:54:19-04:00",185000,205000,{"jsonldValid":13,"jsonld":10},{"id":54,"applyToken":55,"slug":56,"title":57,"companyname":9,"companylogo":10,"city":42,"country":43,"remote":44,"employmentType":58,"department":16,"content_html":59,"content_text":60,"years":19,"createdAt":20,"updatedAtISO":48,"postedAtISO":61,"hasSalary":13,"salaryMin":62,"salaryMax":50,"currency":23,"schema":63},"b51eb7138860ba0e483d5875a141109239e57220a87222ec10f814590d1e1f86","f688c2a2c3f2c3988f62fee53f61a38b74361054eeb7496e18556e7c26f959bb","gtm-solutions-consultant-ii-presales-at-apollo-f78316166b","GTM Solutions Consultant II (Presales)",[15],"\u003Cp>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.\u003C/p>\u003Cp>Apollo.io is hiring a\u003Cstrong> Solutions Consultant II \u003C/strong>to be a trusted technical and strategic advisor across the full customer lifecycle—driving complex, high-stakes deals forward, accelerating time-to-value, and influencing long-term business outcomes. They are not only experts in solution architecture, but also serve as player-coaches who scale the impact of the SC function through mentorship, strategic influence, and reusable assets.\u003C/p>\n\u003Cp>You will partner with AEs and AMs, Sales Leadership, Customer Success, Product, and Engineering to architect end-to-end solutions—from discovery through onboarding and expansion. You will also help scale the Solution Consulting team by building reusable assets, documenting best practices, and mentoring peers.\u003C/p>\n\u003Ch2>\u003Cstrong>What You’ll Do\u003C/strong>\u003C/h2>\n\u003Cul>\n\u003Cli>\n\u003Cp>\u003Cstrong>Discovery & Value Selling \u003C/strong>– Lead technical and business discovery to uncover pain, success metrics, and buying criteria. Align Apollo to ROI, operational efficiency, and revenue impact through tailored narratives and demos, presenting confidently to technical and non-technical audiences.\u003Cbr>\u003Cbr>\u003C/p>\n\u003C/li>\n\u003Cli>\n\u003Cp>\u003Cstrong>Sales Partnership –\u003C/strong> Co-own complex deals with AEs, influencing stakeholders, navigating buying committees, and mitigating evaluation risk through multi-threading.\u003Cbr>\u003Cbr>\u003C/p>\n\u003C/li>\n\u003Cli>\n\u003Cp>\u003Cstrong>POC & Trial Execution –\u003C/strong> Design and run POC-based trials that validate impact early, define success metrics, and accelerate decision-making. Bridge pre-sale and post-sale to ensure smooth onboarding and expansion readiness.\u003Cbr>\u003Cbr>\u003C/p>\n\u003C/li>\n\u003C/ul>\n\u003Cul>\n\u003Cli>\u003Cstrong>Technical Discovery & Solution Design – \u003C/strong>Engage technical stakeholders to design scalable, secure integrations. Produce system diagrams, data flows, and architecture that align with buyer objectives. Leverage REST APIs, CRM/marketing automation, and tools like Zapier to integrate Apollo into the GTM stack, decreasing customers’ time-to-value and long-term scalability.\u003Cbr>\u003Cbr>\u003C/li>\n\u003Cli>\u003Cstrong>Tooling & Product Strategy\u003C/strong> – Service as the voice of the customer advising on GTM stack optimization and bring actionable feedback from the field to influence product roadmap priorities, GTM strategy, and customer experience.\u003Cbr>\u003Cbr>\u003C/li>\n\u003C/ul>\n\u003Cul>\n\u003Cli>\n\u003Cp>\u003Cstrong>Full-funnel Solution Management\u003C/strong> – Co-create solutions that drive adoption, manage process change, and work closely with Onboarding and CS teams to mitigate post-sale risk to value realization.\u003Cbr>\u003Cbr>\u003C/p>\n\u003C/li>\n\u003C/ul>\n\u003Cul>\n\u003Cli>\n\u003Cp>\u003Cstrong>Mentorship & Enablement\u003C/strong> – Coach peers on discovery, demos, and technical strategy; contribute to internal enablement sessions. Build playbooks, demo environments, templates, and competitive resources that accelerate the entire team.\u003C/p>\n\u003C/li>\n\u003C/ul>\n\n\u003Cp>\u003Cstrong> What We’re Looking For\u003C/strong>\u003C/p>\n\u003Ch4>\u003Cstrong> Required\u003C/strong>\u003C/h4>\n\u003Cul>\n\u003Cli>\u003Cstrong>4–8+ years\u003C/strong> in Solution Consulting, Sales Engineering, or Technical Success, with at least \u003Cstrong>1 year\u003C/strong> in GTM tech experience and a track record of influencing complex, high-stakes SaaS deals.\u003Cbr>\u003Cbr>\u003C/li>\n\u003Cli>\u003Cstrong>Proven ability to lead technical validation\u003C/strong> \u003Cstrong>with a consultative approach\u003C/strong> that reduces evaluation risk and accelerates sales velocity for strategic accounts.\u003Cbr>\u003Cbr>\u003C/li>\n\u003Cli>\u003Cstrong>Background in integration-heavy customer lifecycles, \u003C/strong>especially in RevOps and sales tech stack.\u003Cstrong> Understanding of REST APIs, CRMs, data pipelines, and sales/marketing automation tools\u003C/strong>, with the ability to design scalable, integration-rich solutions.\u003Cbr>\u003Cbr>\u003C/li>\n\u003Cli>\u003Cstrong>Executive-level communication skills\u003C/strong> — able to present credibly to VP- and C-level stakeholders while adapting technical depth to the audience.\u003Cbr>\u003Cbr>\u003C/li>\n\u003Cli>\u003Cstrong>Cross-functional operator\u003C/strong> — partners effectively with Sales, Onboarding, CS, Product, and Engineering to deliver measurable customer outcomes.\u003Cbr>\u003Cbr>\u003C/li>\n\u003Cli>\u003Cstrong>Comfortable leveraging AI-native GTM tools\u003C/strong> in daily workflows to enhance discovery, solution design, and customer enablement.\u003Cbr>\u003Cbr>\u003C/li>\n\u003Cli>\u003Cstrong>Experience maximizing post-sale GTM tech impact\u003C/strong> — architecting adoption, enablement, and expansion strategies that help revenue teams realize the full value of their technology investments and drive measurable pipeline or retention gains.\u003Cbr>\u003Cbr>\u003C/li>\n\u003C/ul>\n\u003Ch4>\u003Cstrong> Nice to Have\u003C/strong>\u003C/h4>\n\u003Cul>\n\u003Cli>Past experience at a \u003Cstrong>fast-growing PLG or dual-motion SaaS company\u003C/strong>.\u003Cbr>\u003Cbr>\u003C/li>\n\u003Cli>\u003Cstrong>Proven success as a player-coach\u003C/strong> — mentoring peers, contributing scalable assets, and elevating team performance.\u003Cbr>\u003Cbr>\u003C/li>\n\u003Cli>Recognized as a \u003Cstrong>thought leader\u003C/strong> in sales technology, marketing automation, efficiency leveraging AI or RevOps best practices\u003C/li>\n\u003C/ul>\n\n\n\n\u003Cp>The listed Pay Range reflects the total cash compensation inclusive of annual base salary and annual bonus as applicable. For sales roles, the range provided is the role’s On Target Earnings (\"OTE\") range, meaning that the range includes both the sales commissions/sales bonus target and annual base salary for the role. This salary range may be inclusive of several career levels at Apollo and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location. Applicants interested in this role who are not located in the US may request the annual salary range for their location during the interview process.\u003C/p>\n\u003Cp>Additional benefits for this role may include: equity; company bonus or sales commissions/bonuses; 401(k) plan; at least 10 paid holidays per year, flex PTO, and parental leave; employee assistance program and wellbeing benefits; global travel coverage; life/AD&D/STD/LTD insurance; FSA/HSA and medical, dental, and vision benefits.\u003C/p>\u003Cp>Annual Pay Range\u003C/p>\u003Cp>$175,000—$185,000 USD\u003C/p>\u003Cp>The listed Pay Range reflects the total cash compensation inclusive of annual base salary and annual bonus as applicable. For sales roles, the range provided is the role’s On Target Earnings (\"OTE\") range, meaning that the range includes both the sales commissions/sales bonus target and annual base salary for the role. This salary range may be inclusive of several career levels at Apollo and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location. Applicants interested in this role who are not located in the US may request the annual salary range for their location during the interview process.\u003C/p>\n\u003Cp>Additional benefits for this role may include: equity; company bonus or sales commissions/bonuses; 401(k) plan; at least 10 paid holidays per year, flex PTO, and parental leave; employee assistance program and wellbeing benefits; global travel coverage; life/AD&D/STD/LTD insurance; FSA/HSA and medical, dental, and vision benefits.\u003C/p>\u003Cp>Tier 1 Pay Range (San Francisco, New York City, Seattle)\u003C/p>\u003Cp>$175,000—$185,000 USD\u003C/p>\u003Cp>Tier 2 Pay Range (All other US Locations)\u003C/p>\u003Cp>$175,000—$185,000 USD\u003C/p>\u003Cp>The listed Pay Range reflects the total cash compensation inclusive of annual base salary and annual bonus as applicable. For sales roles, the range provided is the role’s On Target Earnings (\"OTE\") range, meaning that the range includes both the sales commissions/sales bonus target and annual base salary for the role. This salary range may be inclusive of several career levels at Apollo and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location. Applicants interested in this role who are not located in the US may request the annual salary range for their location during the interview process.\u003C/p>\n\u003Cp>Additional benefits for this role may include: equity; company bonus or sales commissions/bonuses; 401(k) plan; at least 10 paid holidays per year, flex PTO, and parental leave; employee assistance program and wellbeing benefits; global travel coverage; life/AD&D/STD/LTD insurance; FSA/HSA and medical, dental, and vision benefits.\u003C/p>\u003Cp>Pay Transparency Range\u003C/p>\u003Cp>$175,000—$185,000 USD\u003C/p>\u003Ch3>We are AI Native\u003C/h3>\n\u003Cp>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.\u003C/p>\n\u003Ch3>Why You’ll Love Working at Apollo\u003C/h3>\n\u003Cp>At Apollo, we’re driven by a shared mission: to help our customers unlock their full revenue potential. That’s why we \u003Cstrong>take extreme ownership\u003C/strong> of our work, \u003Cstrong>move with focus and urgency\u003C/strong>, and \u003Cstrong>learn voraciously\u003C/strong> to stay ahead.\u003C/p>\n\u003Cp>We invest deeply in your growth, ensuring you have the resources, support, and autonomy to \u003Cstrong>own your role and make a real impact\u003C/strong>. Collaboration is at our core—we’re \u003Cstrong>all for one\u003C/strong>, meaning you’ll have a team across departments ready to help you succeed. We encourage \u003Cstrong>bold ideas and courageous action\u003C/strong>, giving you the freedom to experiment, take smart risks, and drive big wins.\u003C/p>\n\u003Cp>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. \u003C/p>\n\u003Cp>Learn more here!\u003C/p>","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. Apollo.io is hiring a Solutions Consultant II to be a trusted technical and strategic advisor across the full customer lifecycle—driving complex, high-stakes deals forward, accelerating time-to-value, and influencing long-term business outcomes. They are not only experts in solution architecture, but also serve as player-coaches who scale the impact of the SC function through mentorship, strategic influence, and reusable assets. You will partner with AEs and AMs, Sales Leadership, Customer Success, Product, and Engineering to architect end-to-end solutions—from discovery through onboarding and expansion. You will also help scale the Solution Consulting team by building reusable assets, documenting best practices, and mentoring peers. What You’ll Do Discovery & Value Selling – Lead technical and business discovery to uncover pain, success metrics, and buying criteria. Align Apollo to ROI, operational efficiency, and revenue impact through tailored narratives and demos, presenting confidently to technical and non-technical audiences. Sales Partnership – Co-own complex deals with AEs, influencing stakeholders, navigating buying committees, and mitigating evaluation risk through multi-threading. POC & Trial Execution – Design and run POC-based trials that validate impact early, define success metrics, and accelerate decision-making. Bridge pre-sale and post-sale to ensure smooth onboarding and expansion readiness. Technical Discovery & Solution Design – Engage technical stakeholders to design scalable, secure integrations. Produce system diagrams, data flows, and architecture that align with buyer objectives. Leverage REST APIs, CRM/marketing automation, and tools like Zapier to integrate Apollo into the GTM stack, decreasing customers’ time-to-value and long-term scalability. Tooling & Product Strategy – Service as the voice of the customer advising on GTM stack optimization and bring actionable feedback from the field to influence product roadmap priorities, GTM strategy, and customer experience. Full-funnel Solution Management – Co-create solutions that drive adoption, manage process change, and work closely with Onboarding and CS teams to mitigate post-sale risk to value realization. Mentorship & Enablement – Coach peers on discovery, demos, and technical strategy; contribute to internal enablement sessions. Build playbooks, demo environments, templates, and competitive resources that accelerate the entire team. What We’re Looking For Required 4–8+ years in Solution Consulting, Sales Engineering, or Technical Success, with at least 1 year in GTM tech experience and a track record of influencing complex, high-stakes SaaS deals. Proven ability to lead technical validation with a consultative approach that reduces evaluation risk and accelerates sales velocity for strategic accounts. Background in integration-heavy customer lifecycles, especially in RevOps and sales tech stack. Understanding of REST APIs, CRMs, data pipelines, and sales/marketing automation tools , with the ability to design scalable, integration-rich solutions. Executive-level communication skills — able to present credibly to VP- and C-level stakeholders while adapting technical depth to the audience. Cross-functional operator — partners effectively with Sales, Onboarding, CS, Product, and Engineering to deliver measurable customer outcomes. Comfortable leveraging AI-native GTM tools in daily workflows to enhance discovery, solution design, and customer enablement. Experience maximizing post-sale GTM tech impact — architecting adoption, enablement, and expansion strategies that help revenue teams realize the full value of their technology investments and drive measurable pipeline or retention gains. Nice to Have Past experience at a fast-growing PLG or dual-motion SaaS company . Proven success as a player-coach — mentoring peers, contributing scalable assets, and elevating team performance. Recognized as a thought leader in sales technology, marketing automation, efficiency leveraging AI or RevOps best practices The listed Pay Range reflects the total cash compensation inclusive of annual base salary and annual bonus as applicable. For sales roles, the range provided is the role’s On Target Earnings (\"OTE\") range, meaning that the range includes both the sales commissions/sales bonus target and annual base salary for the role. This salary range may be inclusive of several career levels at Apollo and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location. Applicants interested in this role who are not located in the US may request the annual salary range for their location during the interview process. Additional benefits for this role may include: equity; company bonus or sales commissions/bonuses; 401(k) plan; at least 10 paid holidays per year, flex PTO, and parental leave; employee assistance program and wellbeing benefits; global travel coverage; life/AD&D/STD/LTD insurance; FSA/HSA and medical, dental, and vision benefits. Annual Pay Range $175,000—$185,000 USD The listed Pay Range reflects the total cash compensation inclusive of annual base salary and annual bonus as applicable. For sales roles, the range provided is the role’s On Target Earnings (\"OTE\") range, meaning that the range includes both the sales commissions/sales bonus target and annual base salary for the role. This salary range may be inclusive of several career levels at Apollo and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location. Applicants interested in this role who are not located in the US may request the annual salary range for their location during the interview process. Additional benefits for this role may include: equity; company bonus or sales commissions/bonuses; 401(k) plan; at least 10 paid holidays per year, flex PTO, and parental leave; employee assistance program and wellbeing benefits; global travel coverage; life/AD&D/STD/LTD insurance; FSA/HSA and medical, dental, and vision benefits. Tier 1 Pay Range (San Francisco, New York City, Seattle) $175,000—$185,000 USD Tier 2 Pay Range (All other US Locations) $175,000—$185,000 USD The listed Pay Range reflects the total cash compensation inclusive of annual base salary and annual bonus as applicable. For sales roles, the range provided is the role’s On Target Earnings (\"OTE\") range, meaning that the range includes both the sales commissions/sales bonus target and annual base salary for the role. This salary range may be inclusive of several career levels at Apollo and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location. Applicants interested in this role who are not located in the US may request the annual salary range for their location during the interview process. Additional benefits for this role may include: equity; company bonus or sales commissions/bonuses; 401(k) plan; at least 10 paid holidays per year, flex PTO, and parental leave; employee assistance program and wellbeing benefits; global travel coverage; life/AD&D/STD/LTD insurance; FSA/HSA and medical, dental, and vision benefits. Pay Transparency Range $175,000—$185,000 USD 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!","2026-10-13T23:53:03-04:00",175000,{"jsonldValid":13,"jsonld":10},{"id":65,"applyToken":66,"slug":67,"title":68,"companyname":9,"companylogo":10,"city":11,"country":43,"remote":13,"employmentType":69,"department":70,"content_html":71,"content_text":72,"years":19,"createdAt":20,"updatedAtISO":48,"postedAtISO":73,"hasSalary":13,"salaryMin":74,"salaryMax":75,"currency":23,"schema":76},"6a68345462930bcf51b7c85538a058981bc5f09537e5cfe923c2b97eb0298566","a1587e90af1ca27da3833c5f2bc0dcee2de2f3e4c5a6e53f77130a45416c5f7d","head-of-total-rewards-at-apollo-45eb218e67","Head of Total Rewards",[15],"Other","\u003Cp>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.\u003C/p>\u003Ch3>\u003Cstrong>Your Role and Impact\u003C/strong>\u003C/h3>\n\u003Cp>As we continue our rapid growth trajectory, we are seeking a forward-thinking and strategic Director, Total Rewards to join our People team.\u003Cstrong> In this role\u003C/strong>, you will lead the strategy and execution of Apollo’s total rewards programs globally, covering compensation, equity, and benefits, and set the standard for how Apollo attracts, rewards, and keeps exceptional people. This role reports directly to the SVP, People and is a key member of the people leadership team.\u003C/p>\n\u003Ch3>\u003Cstrong>Key Responsibilities\u003C/strong>\u003C/h3>\n\u003Cul>\n\u003Cli>\u003Cstrong>Total Rewards Strategy:\u003C/strong> Evolve Apollo’s global compensation, equity, and benefits philosophy, aligned with company strategy, competitive positioning, and internal equity. Own the outcomes and report on them to the leadership team.\u003C/li>\n\u003Cli>\u003Cstrong>Rewarding AI-Amplified Performance:\u003C/strong> Design, pilot, and scale new models for rewarding people whose output is amplified by new ways of working. Evaluate options such as impact-based pay, equity tied to demonstrated impact, AI compute or token budgets, and flexible level structures. Partner with the Head of Talent Management to define how individual impact is measured when agents do part of the work, and keep the result fair, affordable, and defensible.\u003C/li>\n\u003Cli>\u003Cstrong>Compensation Architecture:\u003C/strong> Evolve job architecture, leveling, pay bands, and market pricing as roles change faster than annual cycles. Apply the Corporate Leveling Framework and benchmark against peers.\u003C/li>\n\u003Cli>\u003Cstrong>Equity Strategy:\u003C/strong> Own the equity framework across the employee lifecycle, including new hire, refresh, and retention grants, in partnership with Finance and Legal. Model dilution and burn rate against plan.\u003C/li>\n\u003Cli>\u003Cstrong>Global Benefits Strategy:\u003C/strong> Ensure benefits programs are market-competitive, scalable, and tailored to regional needs across our key global markets.\u003C/li>\n\u003Cli>\u003Cstrong>Incentive Plans:\u003C/strong> Partner with Sales, RevOps, and Finance on variable compensation that rewards outcomes.\u003C/li>\n\u003Cli>\u003Cstrong>Pay Governance and Compliance:\u003C/strong> Maintain pay equity, pay transparency, and compliance with compensation laws in every region where Apollo operates.\u003C/li>\n\u003Cli>\u003Cstrong>Scalability and Systems:\u003C/strong> Leverage automated, scalable total rewards data, tools, and processes in our own rewards operations, such as market analysis, pay recommendations, and equity modeling.\u003C/li>\n\u003Cli>\u003Cstrong>Cross-Functional Collaboration:\u003C/strong> Work closely with Finance, Legal, Payroll, Equity, and Talent Acquisition teams to ensure we attract and retain top talent.\u003C/li>\n\u003Cli>\u003Cstrong>Team Leadership:\u003C/strong> Build and develop a total rewards team, with AI capability as a standard part of how it works.\u003C/li>\n\u003C/ul>\n\u003Ch3>\u003Cstrong>What We’re Looking For\u003C/strong>\u003C/h3>\n\u003Cul>\n\u003Cli>12+ years of progressive HR experience, including 5+ years leading global compensation, equity, and benefits programs in high-growth tech environments.\u003C/li>\n\u003Cli>Original work in compensation: you have designed or piloted a non-standard approach, such as impact-based pay, compute or token budgets, or new equity structures, and can explain what worked and what did not. AI-native experience is a plus.\u003C/li>\n\u003Cli>Hands-on AI fluency: you use AI agents in your own work and have applied AI or automation to compensation analysis, modeling, or administration.\u003C/li>\n\u003Cli>Proven track record of scaling total rewards programs, systems, and processes in global, distributed organizations.\u003C/li>\n\u003Cli>Strong knowledge of multi-country compensation law, including pay transparency and pay equity.\u003C/li>\n\u003Cli>Highly analytical and systems-oriented, with deep expertise in benchmarking, equity programs, and benefits design.\u003C/li>\n\u003Cli>Demonstrated ability to lead through ambiguity and set the approach on problems with no precedent.\u003C/li>\n\u003Cli>Experience influencing a leadership team and driving cross-functional work with Finance, Legal, and GTM leaders.\u003C/li>\n\u003Cli>Proven people leader who builds team capability.\u003C/li>\n\u003Cli>Strategic thinker who can also dive deep into execution and delivery.\u003C/li>\n\u003Cli>Transparent communicator with a collaborative mindset and bias for action.\u003C/li>\n\u003C/ul>\u003Cp>The listed Pay Range reflects the total cash compensation inclusive of annual base salary and annual bonus as applicable. For sales roles, the range provided is the role’s On Target Earnings (\"OTE\") range, meaning that the range includes both the sales commissions/sales bonus target and annual base salary for the role. This salary range may be inclusive of several career levels at Apollo and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location. Applicants interested in this role who are not located in the US may request the annual salary range for their location during the interview process.\u003C/p>\n\u003Cp>Additional benefits for this role may include: equity; company bonus or sales commissions/bonuses; 401(k) plan; at least 10 paid holidays per year, flex PTO, and parental leave; employee assistance program and wellbeing benefits; global travel coverage; life/AD&D/STD/LTD insurance; FSA/HSA and medical, dental, and vision benefits.\u003C/p>\u003Cp>San Francisco Pay Range\u003C/p>\u003Cp>$250,000—$315,000 USD\u003C/p>\u003Ch3>We are AI Native\u003C/h3>\n\u003Cp>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.\u003C/p>\n\u003Ch3>Why You’ll Love Working at Apollo\u003C/h3>\n\u003Cp>At Apollo, we’re driven by a shared mission: to help our customers unlock their full revenue potential. That’s why we \u003Cstrong>take extreme ownership\u003C/strong> of our work, \u003Cstrong>move with focus and urgency\u003C/strong>, and \u003Cstrong>learn voraciously\u003C/strong> to stay ahead.\u003C/p>\n\u003Cp>We invest deeply in your growth, ensuring you have the resources, support, and autonomy to \u003Cstrong>own your role and make a real impact\u003C/strong>. Collaboration is at our core—we’re \u003Cstrong>all for one\u003C/strong>, meaning you’ll have a team across departments ready to help you succeed. We encourage \u003Cstrong>bold ideas and courageous action\u003C/strong>, giving you the freedom to experiment, take smart risks, and drive big wins.\u003C/p>\n\u003Cp>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. \u003C/p>\n\u003Cp>Learn more here!\u003C/p>","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. Your Role and Impact As we continue our rapid growth trajectory, we are seeking a forward-thinking and strategic Director, Total Rewards to join our People team. In this role , you will lead the strategy and execution of Apollo’s total rewards programs globally, covering compensation, equity, and benefits, and set the standard for how Apollo attracts, rewards, and keeps exceptional people. This role reports directly to the SVP, People and is a key member of the people leadership team. Key Responsibilities Total Rewards Strategy: Evolve Apollo’s global compensation, equity, and benefits philosophy, aligned with company strategy, competitive positioning, and internal equity. Own the outcomes and report on them to the leadership team. Rewarding AI-Amplified Performance: Design, pilot, and scale new models for rewarding people whose output is amplified by new ways of working. Evaluate options such as impact-based pay, equity tied to demonstrated impact, AI compute or token budgets, and flexible level structures. Partner with the Head of Talent Management to define how individual impact is measured when agents do part of the work, and keep the result fair, affordable, and defensible. Compensation Architecture: Evolve job architecture, leveling, pay bands, and market pricing as roles change faster than annual cycles. Apply the Corporate Leveling Framework and benchmark against peers. Equity Strategy: Own the equity framework across the employee lifecycle, including new hire, refresh, and retention grants, in partnership with Finance and Legal. Model dilution and burn rate against plan. Global Benefits Strategy: Ensure benefits programs are market-competitive, scalable, and tailored to regional needs across our key global markets. Incentive Plans: Partner with Sales, RevOps, and Finance on variable compensation that rewards outcomes. Pay Governance and Compliance: Maintain pay equity, pay transparency, and compliance with compensation laws in every region where Apollo operates. Scalability and Systems: Leverage automated, scalable total rewards data, tools, and processes in our own rewards operations, such as market analysis, pay recommendations, and equity modeling. Cross-Functional Collaboration: Work closely with Finance, Legal, Payroll, Equity, and Talent Acquisition teams to ensure we attract and retain top talent. Team Leadership: Build and develop a total rewards team, with AI capability as a standard part of how it works. What We’re Looking For 12+ years of progressive HR experience, including 5+ years leading global compensation, equity, and benefits programs in high-growth tech environments. Original work in compensation: you have designed or piloted a non-standard approach, such as impact-based pay, compute or token budgets, or new equity structures, and can explain what worked and what did not. AI-native experience is a plus. Hands-on AI fluency: you use AI agents in your own work and have applied AI or automation to compensation analysis, modeling, or administration. Proven track record of scaling total rewards programs, systems, and processes in global, distributed organizations. Strong knowledge of multi-country compensation law, including pay transparency and pay equity. Highly analytical and systems-oriented, with deep expertise in benchmarking, equity programs, and benefits design. Demonstrated ability to lead through ambiguity and set the approach on problems with no precedent. Experience influencing a leadership team and driving cross-functional work with Finance, Legal, and GTM leaders. Proven people leader who builds team capability. Strategic thinker who can also dive deep into execution and delivery. Transparent communicator with a collaborative mindset and bias for action. The listed Pay Range reflects the total cash compensation inclusive of annual base salary and annual bonus as applicable. For sales roles, the range provided is the role’s On Target Earnings (\"OTE\") range, meaning that the range includes both the sales commissions/sales bonus target and annual base salary for the role. This salary range may be inclusive of several career levels at Apollo and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location. Applicants interested in this role who are not located in the US may request the annual salary range for their location during the interview process. Additional benefits for this role may include: equity; company bonus or sales commissions/bonuses; 401(k) plan; at least 10 paid holidays per year, flex PTO, and parental leave; employee assistance program and wellbeing benefits; global travel coverage; life/AD&D/STD/LTD insurance; FSA/HSA and medical, dental, and vision benefits. San Francisco Pay Range $250,000—$315,000 USD 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!","2026-10-15T19:59:52-04:00",250000,315000,{"jsonldValid":13,"jsonld":10},{"id":78,"applyToken":79,"slug":80,"title":81,"companyname":9,"companylogo":10,"city":11,"country":12,"remote":13,"employmentType":82,"department":16,"content_html":83,"content_text":84,"years":19,"createdAt":20,"updatedAtISO":21,"postedAtISO":85,"hasSalary":13,"salaryMin":19,"salaryMax":19,"currency":23,"schema":86},"260990a4fb9540afea69574302778e778394bce862c196d42d7b67764b747824","6eeafd5becc241e1258510f9e5a521146c306a1a07a701086d50f805c0b599a1","sales-manager-smb-and-mm-india-at-apollo-77fe35db90","Sales Manager, SMB & MM (India)",[15],"\u003Cp>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.\u003C/p>\u003Cp>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.\u003C/p>\n\u003Ch2>Leadership & Team Management\u003C/h2>\n\u003Cul>\n\u003Cli>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\u003C/li>\n\u003Cli>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\u003C/li>\n\u003Cli>Foster a collaborative and positive work environment, empowering innovation, career growth and regular performance reviews\u003C/li>\n\u003C/ul>\n\u003Ch2>Sales Strategy & Deal Management\u003C/h2>\n\u003Cul>\n\u003Cli>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\u003C/li>\n\u003Cli>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\u003C/li>\n\u003Cli>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\u003C/li>\n\u003Cli>Accurately predict your team's most likely outcome within a 10% margin, across bookings and retention\u003C/li>\n\u003C/ul>\n\u003Ch2>Mindset and Behaviors\u003C/h2>\n\u003Cul>\n\u003Cli>Drive Impact & Innovation – Bring your ideas, strategies and bold thinking to shape our company's values, culture and future vision\u003C/li>\n\u003Cli>Thrive in a High-Performing Team – Be your authentic self in a diverse, inclusive and collaborative environment that pushes you to be your best\u003C/li>\n\u003Cli>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\u003C/li>\n\u003Cli>Own Your Success – Maintain a sharp focus on goals, take responsibility for outcomes and continuously push yourself to improve\u003C/li>\n\u003Cli>Bring the Hunger to Win – Stay proactive, seize opportunities and outperform in a fast-paced environment\u003C/li>\n\u003C/ul>\n\u003Ch2>Minimum Qualifications\u003C/h2>\n\u003Cul>\n\u003Cli>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\u003C/li>\n\u003Cli>At least 2 years directly managing a team of 5+ Account Executives or Account Managers in net-new closing and/or expansion motions\u003C/li>\n\u003Cli>Top performer in your current role\u003C/li>\n\u003Cli>Proven track record of consistently meeting team targets, minimum of 3 trailing quarters, across both new-business and retention metrics\u003C/li>\n\u003Cli>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\u003C/li>\n\u003Cli>Must have a C1 English level\u003C/li>\n\u003Cli>Have a data-driven approach to drive sales performance across a hybrid book of new business and renewals\u003C/li>\n\u003Cli>Ability to communicate, present to and influence key stakeholders across both technical and non-technical roles\u003C/li>\n\u003Cli>Adaptable with change and finding smarter ways to achieve goals\u003C/li>\n\u003Cli>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\u003C/li>\n\u003Cli>Based in Bangalore, India\u003C/li>\n\u003C/ul>\u003Ch3>We are AI Native\u003C/h3>\n\u003Cp>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.\u003C/p>\n\u003Ch3>Why You’ll Love Working at Apollo\u003C/h3>\n\u003Cp>At Apollo, we’re driven by a shared mission: to help our customers unlock their full revenue potential. That’s why we \u003Cstrong>take extreme ownership\u003C/strong> of our work, \u003Cstrong>move with focus and urgency\u003C/strong>, and \u003Cstrong>learn voraciously\u003C/strong> to stay ahead.\u003C/p>\n\u003Cp>We invest deeply in your growth, ensuring you have the resources, support, and autonomy to \u003Cstrong>own your role and make a real impact\u003C/strong>. Collaboration is at our core—we’re \u003Cstrong>all for one\u003C/strong>, meaning you’ll have a team across departments ready to help you succeed. We encourage \u003Cstrong>bold ideas and courageous action\u003C/strong>, giving you the freedom to experiment, take smart risks, and drive big wins.\u003C/p>\n\u003Cp>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. \u003C/p>\n\u003Cp>Learn more here!\u003C/p>","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!","2026-10-15T11:56:10-04:00",{"jsonldValid":13,"jsonld":10},{"id":88,"applyToken":89,"slug":90,"title":91,"companyname":9,"companylogo":10,"city":11,"country":43,"remote":13,"employmentType":92,"department":70,"content_html":93,"content_text":94,"years":19,"createdAt":95,"updatedAtISO":96,"postedAtISO":97,"hasSalary":13,"salaryMin":98,"salaryMax":99,"currency":23,"schema":100},"02de409dcc311ce79513983349b94c42a5fb2caa5b1b88f98f49a477be867c10","86628b5e04ba0e9ad5de6156ae971ab10648fcaa36b78dc16a73277571b6258a","manager-business-development-austin-at-apollo-8353d291d1","Manager, Business Development (Austin)",[15],"\u003Cp>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.\u003C/p>\u003Cp>\u003Cstrong>About the Role\u003C/strong>\u003C/p>\n\u003Cp>We’re looking for a hands-on\u003Cstrong> BDR Manager\u003C/strong> to lead our outbound sales development team and drive real pipeline impact. This is a true frontline role. You’ll be in the trenches daily coaching reps, jumping into calls, reviewing workflows, and helping unblock deals in real time.\u003C/p>\n\u003Cp>Your goal is to build confident BDRs, hit pipeline targets, and create a repeatable outbound motion that works.\u003C/p>\n\u003Ch3>\u003Cstrong>Key Responsibilities\u003C/strong>\u003C/h3>\n\u003Cul>\n\u003Cli>Directly manage a team of BDRs with ownership of daily activity, meetings booked, and pipeline created\u003Cbr>\u003Cbr>\u003C/li>\n\u003Cli>Coach reps through live call reviews, role plays, deal strategy, and outbound messaging\u003Cbr>\u003Cbr>\u003C/li>\n\u003Cli>Run weekly 1:1s, team meetings, pipeline reviews, and performance coaching sessions\u003Cbr>\u003Cbr>\u003C/li>\n\u003Cli>Help reps prioritize accounts, personalize outreach, and execute effective multi-channel prospecting\u003Cbr>\u003Cbr>\u003C/li>\n\u003Cli>Be hands-on with outbound motions across phone, email, social\u003Cbr>\u003Cbr>\u003C/li>\n\u003Cli>Support onboarding and ramp for new hires, ensuring reps are productive fast\u003Cbr>\u003Cbr>\u003C/li>\n\u003Cli>Partner closely with Sales Managers to align on ICP, handoffs, and opportunity quality\u003Cbr>\u003Cbr>\u003C/li>\n\u003Cli>Track team performance and quickly course-correct when activity or conversions dip\u003Cbr>\u003Cbr>\u003C/li>\n\u003Cli>Hire, develop, and retain top BDR talent\u003Cbr>\u003Cbr>\u003C/li>\n\u003Cli>Create a high-accountability, high-energy culture focused on growth and results\u003C/li>\n\u003C/ul>\n\u003Ch3>\u003Cstrong>Requirements\u003C/strong>\u003C/h3>\n\u003Cul>\n\u003Cli>4+ years of experience in Sales Development or Revenue roles, with at least 2+ years in a leadership position\u003Cbr>\u003Cbr>\u003C/li>\n\u003Cli>Proven experience coaching individual contributors to quota in a high-growth environment\u003Cbr>\u003Cbr>\u003C/li>\n\u003Cli>Strong outbound fundamentals, you know what good prospecting looks like because you’ve done it\u003Cbr>\u003Cbr>\u003C/li>\n\u003Cli>Comfortable running call coaching, deal strategy sessions, and activity reviews\u003Cbr>\u003Cbr>\u003C/li>\n\u003Cli>Data-informed but people-first, you use metrics to coach\u003Cbr>\u003Cbr>\u003C/li>\n\u003Cli>Experience with outbound tools like Apollo, Outreach, Salesloft, LinkedIn Sales Navigator, etc.\u003Cbr>\u003Cbr>\u003C/li>\n\u003Cli>Clear communicator who can give direct feedback and motivate reps through challenges\u003Cbr>\u003Cbr>\u003C/li>\n\u003Cli>High energy, resilient, and passionate about developing early-career sales talent\u003C/li>\n\u003C/ul>\u003Cp>The listed Pay Range reflects the total cash compensation inclusive of annual base salary and annual bonus as applicable. For sales roles, the range provided is the role’s On Target Earnings (\"OTE\") range, meaning that the range includes both the sales commissions/sales bonus target and annual base salary for the role. This salary range may be inclusive of several career levels at Apollo and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location. Applicants interested in this role who are not located in the US may request the annual salary range for their location during the interview process.\u003C/p>\n\u003Cp>Additional benefits for this role may include: equity; company bonus or sales commissions/bonuses; 401(k) plan; at least 10 paid holidays per year, flex PTO, and parental leave; employee assistance program and wellbeing benefits; global travel coverage; life/AD&D/STD/LTD insurance; FSA/HSA and medical, dental, and vision benefits.\u003C/p>\u003Cp>Annual Pay Range\u003C/p>\u003Cp>$169,900—$212,000 USD\u003C/p>\u003Ch3>We are AI Native\u003C/h3>\n\u003Cp>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.\u003C/p>\n\u003Ch3>Why You’ll Love Working at Apollo\u003C/h3>\n\u003Cp>At Apollo, we’re driven by a shared mission: to help our customers unlock their full revenue potential. That’s why we \u003Cstrong>take extreme ownership\u003C/strong> of our work, \u003Cstrong>move with focus and urgency\u003C/strong>, and \u003Cstrong>learn voraciously\u003C/strong> to stay ahead.\u003C/p>\n\u003Cp>We invest deeply in your growth, ensuring you have the resources, support, and autonomy to \u003Cstrong>own your role and make a real impact\u003C/strong>. Collaboration is at our core—we’re \u003Cstrong>all for one\u003C/strong>, meaning you’ll have a team across departments ready to help you succeed. We encourage \u003Cstrong>bold ideas and courageous action\u003C/strong>, giving you the freedom to experiment, take smart risks, and drive big wins.\u003C/p>\n\u003Cp>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. \u003C/p>\n\u003Cp>Learn more here!\u003C/p>","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. About the Role We’re looking for a hands-on BDR Manager to lead our outbound sales development team and drive real pipeline impact. This is a true frontline role. You’ll be in the trenches daily coaching reps, jumping into calls, reviewing workflows, and helping unblock deals in real time. Your goal is to build confident BDRs, hit pipeline targets, and create a repeatable outbound motion that works. Key Responsibilities Directly manage a team of BDRs with ownership of daily activity, meetings booked, and pipeline created Coach reps through live call reviews, role plays, deal strategy, and outbound messaging Run weekly 1:1s, team meetings, pipeline reviews, and performance coaching sessions Help reps prioritize accounts, personalize outreach, and execute effective multi-channel prospecting Be hands-on with outbound motions across phone, email, social Support onboarding and ramp for new hires, ensuring reps are productive fast Partner closely with Sales Managers to align on ICP, handoffs, and opportunity quality Track team performance and quickly course-correct when activity or conversions dip Hire, develop, and retain top BDR talent Create a high-accountability, high-energy culture focused on growth and results Requirements 4+ years of experience in Sales Development or Revenue roles, with at least 2+ years in a leadership position Proven experience coaching individual contributors to quota in a high-growth environment Strong outbound fundamentals, you know what good prospecting looks like because you’ve done it Comfortable running call coaching, deal strategy sessions, and activity reviews Data-informed but people-first, you use metrics to coach Experience with outbound tools like Apollo, Outreach, Salesloft, LinkedIn Sales Navigator, etc. Clear communicator who can give direct feedback and motivate reps through challenges High energy, resilient, and passionate about developing early-career sales talent The listed Pay Range reflects the total cash compensation inclusive of annual base salary and annual bonus as applicable. For sales roles, the range provided is the role’s On Target Earnings (\"OTE\") range, meaning that the range includes both the sales commissions/sales bonus target and annual base salary for the role. This salary range may be inclusive of several career levels at Apollo and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location. Applicants interested in this role who are not located in the US may request the annual salary range for their location during the interview process. Additional benefits for this role may include: equity; company bonus or sales commissions/bonuses; 401(k) plan; at least 10 paid holidays per year, flex PTO, and parental leave; employee assistance program and wellbeing benefits; global travel coverage; life/AD&D/STD/LTD insurance; FSA/HSA and medical, dental, and vision benefits. Annual Pay Range $169,900—$212,000 USD 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!",1791837920000,"2026-10-12 22:49:50","2026-10-12T12:25:29-04:00",169900,212000,{"jsonldValid":13,"jsonld":10},1792141286260]