[{"data":1,"prerenderedAt":111},["ShallowReactive",2],{"$fDCatd5ar75JVnvz1YI2yCwfXJBcSNZHWQ5IVKiK2_d0":3,"$fsh8suzr_Dg_C81FgZYy0n1hn5t5mXmGstzsgQETqyj8":27},{"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":23,"salaryMax":24,"currency":25,"schema":26},"9ceda4a917bb15447fb1328a2dc80dc4f3c92ae34299a1a593c084fe7bc8d226","c4cb64d6c0fe1ebf03aabd0ef76b81248634130588e64ff287aa9c4cefc415dd","director-assistant-controller-at-apollo-1695793270","Director, Assistant Controller","apollo","","Hybrid","United States",false,[15],"Full-time","Finance","\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 are looking for a Director, Assistant Controller to join a high-growth, pre-IPO SaaS company at a pivotal stage. This role is the operational backbone of our accounting function owning the month-end close, leading the external audit, and developing a high-performing team. The ideal candidate is a strong operational accountant who has built and run accounting functions in a SaaS environment and brings the maturity to execute.\u003C/p>\n\u003Cp>This is an execution-focused role for someone who takes pride in running a clean, efficient accounting function while bringing enough technical breadth to be a thought partner on complex accounting matters.\u003C/p>\n\u003Cp>You will report to the Controller and lead the core Accounting GL team. The role has a meaningful runway to grow into broader scope as the company grows.\u003C/p>\n\u003Cp>\u003Cstrong>WHAT YOU WILL DO\u003C/strong>\u003C/p>\n\u003Cul>\n\u003Cli>Lead the accounting function with the ability to define and implement an effective controllership framework that scales with the business\u003C/li>\n\u003Cli>Own the monthly, quarterly, and year-end close processes, maximizing the efficient use of resources to ensure timely and accurate results\u003C/li>\n\u003Cli>Lead, mentor, and develop a high-performing accounting team, building a culture of accountability, continuous improvement, and high performance\u003C/li>\n\u003Cli>Lead the year-end audit and serve as the primary point of contact for the external audit team, coordinating PBC requests, substantive testing, and audit committee deliverables\u003C/li>\n\u003Cli>Strengthen accounting policies, procedures, internal controls, and governance structures — carrying out regular reviews to ensure they remain effective as the company scales toward IPO readiness\u003C/li>\n\u003Cli>Partner with Controller on technical accounting matters including revenue recognition (ASC 606), internally developed capitalized software (ASC 350-40), and stock-based compensation (ASC 718)\u003C/li>\n\u003Cli>Drive process improvement initiatives, including AI tooling adoption, to keep systems and controls effective as the company scales\u003C/li>\n\u003Cli>Keep the Controller and CFO informed of key financial reporting activities, close status, and financial risks to the business\u003C/li>\n\u003Cli>Contribute to financial strategy and operational initiatives that support the company's growth objectives\u003C/li>\n\u003C/ul>\n\u003Cp>\u003Cstrong>WHAT YOU WILL NEED\u003C/strong>\u003C/p>\n\u003Cul>\n\u003Cli>Bachelor's degree in Accounting, Finance, or a related field required\u003C/li>\n\u003Cli>CPA designation required\u003C/li>\n\u003Cli>8–10 years of progressive accounting experience; SaaS industry experience strongly preferred\u003C/li>\n\u003Cli>Demonstrated experience owning the month-end close and managing the external audit end-to-end\u003C/li>\n\u003Cli>Hands-on team management experience — you've hired, developed, and held people accountable\u003C/li>\n\u003Cli>Working knowledge of SaaS revenue recognition (ASC 606) — sufficient to review complex arrangements and identify issues that require escalation; familiarity with capitalized software (ASC 350-40) and equity accounting (ASC 718) is a meaningful differentiator\u003C/li>\n\u003Cli>Startup mindset — comfortable operating in a fast-paced, high-growth environment with ambiguity and shifting priorities; able to pivot quickly and roll up your sleeves as a preparer when needed\u003C/li>\n\u003Cli>Comfortable in a systems-intensive environment; experience with NetSuite, Zip, Stripe, or comparable platforms a plus\u003C/li>\n\u003Cli>Highly organized and detail-oriented, with strong problem-solving skills and the ability to proactively identify and resolve issues before they escalate\u003C/li>\n\u003Cli>Demonstrated ability to identify, implement, and improve financial systems, automation, and AI tooling that drive scalability and efficiency\u003C/li>\n\u003Cli>Proven track record of effective communication at all levels of the organization — clear, direct, and confident presenting to senior leadership\u003C/li>\n\u003Cli>High degree of self-awareness, humility, and collaborative instincts; this team values business partnership as much as technical rigor\u003C/li>\n\u003Cli>Candidates located in the Bay Area are strongly preferred\u003C/li>\n\u003C/ul>\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>Tier 1 Pay Range (San Francisco, New York City, Seattle)\u003C/p>\u003Cp>$251,800—$314,600 USD\u003C/p>\u003Cp>Tier 2 Pay Range (All other US Locations)\u003C/p>\u003Cp>$218,900—$273,600 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 are looking for a Director, Assistant Controller to join a high-growth, pre-IPO SaaS company at a pivotal stage. This role is the operational backbone of our accounting function owning the month-end close, leading the external audit, and developing a high-performing team. The ideal candidate is a strong operational accountant who has built and run accounting functions in a SaaS environment and brings the maturity to execute. This is an execution-focused role for someone who takes pride in running a clean, efficient accounting function while bringing enough technical breadth to be a thought partner on complex accounting matters. You will report to the Controller and lead the core Accounting GL team. The role has a meaningful runway to grow into broader scope as the company grows. WHAT YOU WILL DO Lead the accounting function with the ability to define and implement an effective controllership framework that scales with the business Own the monthly, quarterly, and year-end close processes, maximizing the efficient use of resources to ensure timely and accurate results Lead, mentor, and develop a high-performing accounting team, building a culture of accountability, continuous improvement, and high performance Lead the year-end audit and serve as the primary point of contact for the external audit team, coordinating PBC requests, substantive testing, and audit committee deliverables Strengthen accounting policies, procedures, internal controls, and governance structures — carrying out regular reviews to ensure they remain effective as the company scales toward IPO readiness Partner with Controller on technical accounting matters including revenue recognition (ASC 606), internally developed capitalized software (ASC 350-40), and stock-based compensation (ASC 718) Drive process improvement initiatives, including AI tooling adoption, to keep systems and controls effective as the company scales Keep the Controller and CFO informed of key financial reporting activities, close status, and financial risks to the business Contribute to financial strategy and operational initiatives that support the company's growth objectives WHAT YOU WILL NEED Bachelor's degree in Accounting, Finance, or a related field required CPA designation required 8–10 years of progressive accounting experience; SaaS industry experience strongly preferred Demonstrated experience owning the month-end close and managing the external audit end-to-end Hands-on team management experience — you've hired, developed, and held people accountable Working knowledge of SaaS revenue recognition (ASC 606) — sufficient to review complex arrangements and identify issues that require escalation; familiarity with capitalized software (ASC 350-40) and equity accounting (ASC 718) is a meaningful differentiator Startup mindset — comfortable operating in a fast-paced, high-growth environment with ambiguity and shifting priorities; able to pivot quickly and roll up your sleeves as a preparer when needed Comfortable in a systems-intensive environment; experience with NetSuite, Zip, Stripe, or comparable platforms a plus Highly organized and detail-oriented, with strong problem-solving skills and the ability to proactively identify and resolve issues before they escalate Demonstrated ability to identify, implement, and improve financial systems, automation, and AI tooling that drive scalability and efficiency Proven track record of effective communication at all levels of the organization — clear, direct, and confident presenting to senior leadership High degree of self-awareness, humility, and collaborative instincts; this team values business partnership as much as technical rigor Candidates located in the Bay Area are strongly preferred 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) $251,800—$314,600 USD Tier 2 Pay Range (All other US Locations) $218,900—$273,600 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!",0,1791393794000,"2026-10-07 19:26:40","2026-10-07T12:12:25-04:00",251800,314600,"USD",{"jsonldValid":13,"jsonld":10},{"jobs":28},[29,45,59,71,84,96],{"id":30,"applyToken":31,"slug":32,"title":33,"companyname":9,"companylogo":10,"city":34,"country":12,"remote":35,"employmentType":36,"department":16,"content_html":37,"content_text":38,"years":19,"createdAt":39,"updatedAtISO":40,"postedAtISO":41,"hasSalary":13,"salaryMin":42,"salaryMax":43,"currency":25,"schema":44},"91b78bcc971b77247c31704d934591760ea8edcc19c6c158e48a2d5581acfe5d","63f6229bff0d3ad7cdc7d79c289c7b6eb9ab5c4e116a33747ada9de828584dc7","senior-manager-finance-and-strategy-go-to-market-at-apollo-9630f7d87a","Senior Manager, Finance & Strategy - Go-To-Market","Remote",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>Apollo.io is seeking a sharp, strategic, and analytical Senior Manager to join our Finance & Strategy (F&S) team as a lead business partner to our go-to-market organization. Apollo grows through two very different revenue motions — a high-volume self-serve funnel and a rep-driven sales org — and this role owns the financial view of both. You’ll be a core thought partner to Sales, Marketing, Partnerships, and RevOps leadership, and one of two senior GTM finance leads driving Apollo’s revenue forecast, long-range plan, and go-to-market investment decisions. This is a builder’s seat: hands-on modeling, direct exposure to the CFO and executive team, and real ownership of the numbers the company runs on.\u003C/p>\n\u003Ch2>\u003Cstrong>What You’ll Do\u003C/strong>\u003C/h2>\n\u003Cul>\n\u003Cli>Serve as a primary Finance & Strategy business partner to the go-to-market organization — Sales, Marketing, Partnerships, and RevOps.\u003C/li>\n\u003Cli>Own the top-line revenue forecast and build a deep understanding of the supporting operations through business partnership.\u003C/li>\n\u003Cli>Build and maintain Apollo’s long-range plan and scenario models, translating GTM strategy into a defensible multi-year growth path.\u003C/li>\n\u003Cli>Own GTM investment economics: LTV:CAC and payback by segment and channel, paid spend returns, sales capacity and quota coverage, and the bridge from spend and headcount to pipeline and ARR.\u003C/li>\n\u003Cli>Build the financial case for go-to-market investments — new segments, geographies, partnerships, and routes to market — and hold the post-mortem on whether they delivered.\u003C/li>\n\u003Cli>Synthesize key takeaways for executive leadership, including risks, opportunities, and performance updates, through recurring business reviews.\u003C/li>\n\u003Cli>Partner with Analytics and RevOps on the data the forecast depends on.\u003C/li>\n\u003Cli>Collaborate with Corporate Finance on board and investor materials, annual operating planning, and scenario modeling.\u003C/li>\n\u003C/ul>\n\u003Ch2>\u003Cstrong>What We’re Looking For\u003C/strong>\u003C/h2>\n\u003Cul>\n\u003Cli>7+ years of experience in strategic finance, corporate finance, investment banking, private equity, or a related field, with at least 2+ years in a finance role at a high-growth company.\u003C/li>\n\u003Cli>A sharp problem solver who can cut through ambiguity and connect dots between data, strategy, and execution.\u003C/li>\n\u003Cli>Strong analytical skills with a high degree of comfort building bespoke financial models and communicating insights to senior stakeholders.\u003C/li>\n\u003Cli>Deep understanding of SaaS revenue and go-to-market economics — ARR build, retention and expansion, pipeline conversion, sales capacity, and CAC payback.\u003C/li>\n\u003Cli>Experience partnering directly with a sales organization — pipeline, capacity planning, quota coverage, and rep productivity — is a strong complement to the team’s existing coverage.\u003C/li>\n\u003Cli>Comfort working directly in the data. You can pull, validate, and defend your own numbers rather than waiting on a request queue.\u003C/li>\n\u003Cli>Exceptional communication and interpersonal skills, with a proven ability to influence cross-functional partners — credible enough to hold a position with a revenue leader and be additive rather than a scorekeeper.\u003C/li>\n\u003Cli>Bonus: Experience spanning both self-serve/product-led and rep-driven sales motions, and fluency in SQL and AI tools.\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>$183,000—$228,000 USD\u003C/p>\u003Cp>Tier 2 Pay Range (All other US Locations)\u003C/p>\u003Cp>$159,000—$200,000 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 seeking a sharp, strategic, and analytical Senior Manager to join our Finance & Strategy (F&S) team as a lead business partner to our go-to-market organization. Apollo grows through two very different revenue motions — a high-volume self-serve funnel and a rep-driven sales org — and this role owns the financial view of both. You’ll be a core thought partner to Sales, Marketing, Partnerships, and RevOps leadership, and one of two senior GTM finance leads driving Apollo’s revenue forecast, long-range plan, and go-to-market investment decisions. This is a builder’s seat: hands-on modeling, direct exposure to the CFO and executive team, and real ownership of the numbers the company runs on. What You’ll Do Serve as a primary Finance & Strategy business partner to the go-to-market organization — Sales, Marketing, Partnerships, and RevOps. Own the top-line revenue forecast and build a deep understanding of the supporting operations through business partnership. Build and maintain Apollo’s long-range plan and scenario models, translating GTM strategy into a defensible multi-year growth path. Own GTM investment economics: LTV:CAC and payback by segment and channel, paid spend returns, sales capacity and quota coverage, and the bridge from spend and headcount to pipeline and ARR. Build the financial case for go-to-market investments — new segments, geographies, partnerships, and routes to market — and hold the post-mortem on whether they delivered. Synthesize key takeaways for executive leadership, including risks, opportunities, and performance updates, through recurring business reviews. Partner with Analytics and RevOps on the data the forecast depends on. Collaborate with Corporate Finance on board and investor materials, annual operating planning, and scenario modeling. What We’re Looking For 7+ years of experience in strategic finance, corporate finance, investment banking, private equity, or a related field, with at least 2+ years in a finance role at a high-growth company. A sharp problem solver who can cut through ambiguity and connect dots between data, strategy, and execution. Strong analytical skills with a high degree of comfort building bespoke financial models and communicating insights to senior stakeholders. Deep understanding of SaaS revenue and go-to-market economics — ARR build, retention and expansion, pipeline conversion, sales capacity, and CAC payback. Experience partnering directly with a sales organization — pipeline, capacity planning, quota coverage, and rep productivity — is a strong complement to the team’s existing coverage. Comfort working directly in the data. You can pull, validate, and defend your own numbers rather than waiting on a request queue. Exceptional communication and interpersonal skills, with a proven ability to influence cross-functional partners — credible enough to hold a position with a revenue leader and be additive rather than a scorekeeper. Bonus: Experience spanning both self-serve/product-led and rep-driven sales motions, and fluency in SQL and AI tools. 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) $183,000—$228,000 USD Tier 2 Pay Range (All other US Locations) $159,000—$200,000 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!",1790875461000,"2026-10-01 19:26:52","2026-10-01T12:55:25-04:00",183000,228000,{"jsonldValid":13,"jsonld":10},{"id":46,"applyToken":47,"slug":48,"title":49,"companyname":9,"companylogo":10,"city":11,"country":50,"remote":13,"employmentType":51,"department":52,"content_html":53,"content_text":54,"years":19,"createdAt":55,"updatedAtISO":56,"postedAtISO":57,"hasSalary":13,"salaryMin":19,"salaryMax":19,"currency":25,"schema":58},"a7be596b11f5ef297384fbcd1989b7c6405ece1e766477b27e06c4acecf77152","007104edd08df4c0d62ab140839abe11645df567d0b2b65539ac62da2fd0ceb4","sales-manager-smb-and-mm-india-at-apollo-3ef91fe147","Sales Manager, SMB & MM (India)","Bangalore",[15],"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 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!",1790673430000,"2026-09-29 11:20:31","2026-09-29T02:55:37-04:00",{"jsonldValid":13,"jsonld":10},{"id":60,"applyToken":61,"slug":62,"title":63,"companyname":9,"companylogo":10,"city":11,"country":50,"remote":13,"employmentType":64,"department":52,"content_html":65,"content_text":66,"years":19,"createdAt":67,"updatedAtISO":68,"postedAtISO":69,"hasSalary":13,"salaryMin":19,"salaryMax":19,"currency":25,"schema":70},"d4ed6fa13235e4de30f3f1f9ccd23dd812265d65d4df714a85e1d35afba33052","19f4e3d8296978c2a46f0435c7a50376520a2c7afad98ef3f84cb71b0589beb7","account-executive-account-manager-mm-india-at-apollo-95bd11fa51","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!",1790219876000,"2026-09-24 05:20:46","2026-09-23T12:13:27-04:00",{"jsonldValid":13,"jsonld":10},{"id":72,"applyToken":73,"slug":74,"title":75,"companyname":9,"companylogo":10,"city":34,"country":76,"remote":35,"employmentType":77,"department":78,"content_html":79,"content_text":80,"years":19,"createdAt":67,"updatedAtISO":68,"postedAtISO":81,"hasSalary":13,"salaryMin":19,"salaryMax":19,"currency":82,"schema":83},"47670d2ec03b4499c9eccddf506cab0edcecc2f5f1e79a569de8f90ddc87e49b","d4593bc8edfaa6470e2282c7686f5fd21aae4e2356390958ebf119a1690470a0","senior-backend-engineer-at-apollo-7d6f670309","Senior Backend Engineer","Canada",[15],"Engineering","\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>YOUR ROLE & MISSION\u003C/strong>\u003C/p>\n\n\u003Cp>As a Senior Software Engineer, you will be a critical part of our growing company, working on a cross-functional team to implement best practices in technology, architecture, and process. You’ll have the chance to work in an open and collaborative environment, receive and give hands-on mentorship, and have opportunities to grow and accelerate your career. You love both learning and teaching.\u003C/p>\nIn this role, you will work across two high-impact domains: data platform architecture and integrations with distributed systems building the infrastructure that powers Apollo’s AI-driven internal workflows. On the data side, you’ll organize and make sense of data at scale, working closely with our data engineering team to structure pipelines and enable intelligent product experiences. On the integrations side, you’ll own the connections layer and the distributed architecture that keeps Apollo reliably linked to the broader ecosystem at high throughput.\u003Cbr>\n\u003Cp>You enjoy working cross-functionally to solve hard problems and make an impact. At Apollo, you strive for quality and are obsessed with improving automation, squashing bugs, and investigating performance improvements and innovative ideas. You bring an AI-first mindset to everything you do, reaching for AI tools as naturally as any other part of your workflow and helping the team do the same.\u003C/p>\n\n\n\u003Cp>\u003Cstrong>Our tech stack:\u003C/strong> \u003Cem>React.js / TypeScript  ·  Python ·  GoLang  ·  MongoDB  ·  Elasticsearch  ·  Redis  ·  Kafka  ·  Kubernetes / Docker  ·  GCP  ·  Terraform / Ansible  ·  Grafana / Kibana  ·  GitHub Actions\u003Cbr>\u003Cbr>\u003C/em>\u003C/p>\n\u003Cp>\u003Cstrong>DAILY ADVENTURES & RESPONSIBILITIES\u003C/strong>\u003C/p>\n\u003Cul>\n\u003Cli>Design and implement highly scalable backend services, data pipelines, and integration endpoints that perform reliably at high volume\u003C/li>\n\u003Cli>Gather product and engineering requirements; write design documents and drive technical discussions to align cross-functional stakeholders\u003C/li>\n\u003Cli>Drive and lead the full software development lifecycle: product requirements, architecture, solution design, development, quality assurance, and maintenance\u003C/li>\n\u003Cli>Build systems with observability as a first-class concern proper monitoring, alerting, and dashboards so issues are caught before customers notice\u003C/li>\n\u003Cli>Communicate development progress clearly to product leads, engineering managers, and other stakeholders\u003C/li>\n\u003Cli>Be comfortable introducing new technologies and new ideas as required, including AI tools that accelerate your workflow and the team’s\u003C/li>\n\u003Cli>Navigate ambiguity and roadblocks proactively when a project hits a wall, you find a path forward and maintain cadence\u003C/li>\n\u003Cli>Work effectively as part of a large global team, attending scrum ceremonies, team events, and manager 1:1s\u003C/li>\n\u003Cli>Provide and respond to technical and behavioral feedback from managers and peers in written and verbal form\u003C/li>\n\u003C/ul>\n\n\u003Cp>\u003Cstrong>COMPETENCIES\u003C/strong>\u003C/p>\n\u003Cul>\n\u003Cli>Proactively acts without being told what to do; identifies areas for improvement and drives best practices to deliver high-quality, performant, and scalable solutions\u003C/li>\n\u003Cli>Develops services that are highly available and scalable with proper monitoring and alerting in place\u003C/li>\n\u003Cli>Able to up-level the team by sharing knowledge and best practices across the engineering organization\u003C/li>\n\u003Cli>Able to deal with ambiguity and maintain momentum on projects even when hitting obstacles months in\u003C/li>\n\u003Cli>Full ownership of projects from start to finish because deployment is not the finish line\u003C/li>\n\u003Cli>Organized and able to effectively plan and break down large projects into smaller tasks that are easier to estimate and deliver\u003C/li>\n\u003Cli>Listens actively and seeks to understand others’ viewpoints before responding\u003C/li>\n\u003Cli>A creative and innovative problem solver with previous experience working in an agile, startup environment\u003C/li>\n\u003Cli>Confident in owning your role and bringing creative ideas to the hands of users\u003C/li>\n\u003Cli>AI-native working style: habitually leverages AI tools across coding, debugging, review, and documentation, and stays current with emerging capabilities\u003C/li>\n\u003C/ul>\n\n\u003Cp>\u003Cstrong>QUALIFICATIONS\u003C/strong>\u003C/p>\n\u003Cul>\n\u003Cli>\u003Cu>\u003Cstrong>Minimum 5 years \u003C/strong>\u003C/u>of industry experience in backend development, at least 1-2 years in senior positions, developing large-scale applications\u003C/li>\n\u003Cli>Experience developing distributed web applications at scale\u003C/li>\n\u003Cli>Code that is comprehensible, well-structured, and highly performant\u003C/li>\n\u003Cli>Experience with database modeling (SQL or NoSQL)\u003C/li>\n\u003Cli>Experience using and designing RESTful services\u003C/li>\n\u003Cli>Strong knowledge of computer science fundamentals, including data structures, algorithms, and object-oriented design\u003C/li>\n\u003Cli>Proven experience leveraging AI tools to enhance software development processes, including code generation, debugging, and productivity optimization, with a willingness to stay current with emerging AI technologies\u003C/li>\n\u003Cli>Background in fast-scaling startup or high-velocity environments where going beyond your job title was the norm\u003C/li>\n\u003C/ul>\n\n\u003Cp>\u003Cstrong>Must have: \u003C/strong>Communication Skills, Problem Solving, Proactivity, Team Player, Listening Skills, Creativity and Innovation, Organization and Planning, Dealing with Ambiguity, Ownership of projects from start to finish, Distributed Web Development\u003C/p>\n\n\u003Cp>\u003Cstrong>Nice to have:\u003C/strong> BS or MS degree in Computer Science, Computer Engineering or similar, GCP, Kubernetes, Docker, Mongo, Redis, Ruby on Rails, Microservices, Machine Learning\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 & MISSION As a Senior Software Engineer, you will be a critical part of our growing company, working on a cross-functional team to implement best practices in technology, architecture, and process. You’ll have the chance to work in an open and collaborative environment, receive and give hands-on mentorship, and have opportunities to grow and accelerate your career. You love both learning and teaching. In this role, you will work across two high-impact domains: data platform architecture and integrations with distributed systems building the infrastructure that powers Apollo’s AI-driven internal workflows. On the data side, you’ll organize and make sense of data at scale, working closely with our data engineering team to structure pipelines and enable intelligent product experiences. On the integrations side, you’ll own the connections layer and the distributed architecture that keeps Apollo reliably linked to the broader ecosystem at high throughput. You enjoy working cross-functionally to solve hard problems and make an impact. At Apollo, you strive for quality and are obsessed with improving automation, squashing bugs, and investigating performance improvements and innovative ideas. You bring an AI-first mindset to everything you do, reaching for AI tools as naturally as any other part of your workflow and helping the team do the same. Our tech stack: React.js / TypeScript · Python · GoLang · MongoDB · Elasticsearch · Redis · Kafka · Kubernetes / Docker · GCP · Terraform / Ansible · Grafana / Kibana · GitHub Actions DAILY ADVENTURES & RESPONSIBILITIES Design and implement highly scalable backend services, data pipelines, and integration endpoints that perform reliably at high volume Gather product and engineering requirements; write design documents and drive technical discussions to align cross-functional stakeholders Drive and lead the full software development lifecycle: product requirements, architecture, solution design, development, quality assurance, and maintenance Build systems with observability as a first-class concern proper monitoring, alerting, and dashboards so issues are caught before customers notice Communicate development progress clearly to product leads, engineering managers, and other stakeholders Be comfortable introducing new technologies and new ideas as required, including AI tools that accelerate your workflow and the team’s Navigate ambiguity and roadblocks proactively when a project hits a wall, you find a path forward and maintain cadence Work effectively as part of a large global team, attending scrum ceremonies, team events, and manager 1:1s Provide and respond to technical and behavioral feedback from managers and peers in written and verbal form COMPETENCIES Proactively acts without being told what to do; identifies areas for improvement and drives best practices to deliver high-quality, performant, and scalable solutions Develops services that are highly available and scalable with proper monitoring and alerting in place Able to up-level the team by sharing knowledge and best practices across the engineering organization Able to deal with ambiguity and maintain momentum on projects even when hitting obstacles months in Full ownership of projects from start to finish because deployment is not the finish line Organized and able to effectively plan and break down large projects into smaller tasks that are easier to estimate and deliver Listens actively and seeks to understand others’ viewpoints before responding A creative and innovative problem solver with previous experience working in an agile, startup environment Confident in owning your role and bringing creative ideas to the hands of users AI-native working style: habitually leverages AI tools across coding, debugging, review, and documentation, and stays current with emerging capabilities QUALIFICATIONS Minimum 5 years of industry experience in backend development, at least 1-2 years in senior positions, developing large-scale applications Experience developing distributed web applications at scale Code that is comprehensible, well-structured, and highly performant Experience with database modeling (SQL or NoSQL) Experience using and designing RESTful services Strong knowledge of computer science fundamentals, including data structures, algorithms, and object-oriented design Proven experience leveraging AI tools to enhance software development processes, including code generation, debugging, and productivity optimization, with a willingness to stay current with emerging AI technologies Background in fast-scaling startup or high-velocity environments where going beyond your job title was the norm Must have: Communication Skills, Problem Solving, Proactivity, Team Player, Listening Skills, Creativity and Innovation, Organization and Planning, Dealing with Ambiguity, Ownership of projects from start to finish, Distributed Web Development Nice to have: BS or MS degree in Computer Science, Computer Engineering or similar, GCP, Kubernetes, Docker, Mongo, Redis, Ruby on Rails, Microservices, Machine Learning 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!","2026-09-23T14:18:02-04:00","CAD",{"jsonldValid":13,"jsonld":10},{"id":85,"applyToken":86,"slug":87,"title":88,"companyname":9,"companylogo":10,"city":11,"country":50,"remote":13,"employmentType":89,"department":52,"content_html":90,"content_text":91,"years":19,"createdAt":92,"updatedAtISO":93,"postedAtISO":94,"hasSalary":13,"salaryMin":19,"salaryMax":19,"currency":25,"schema":95},"3efc17960ed61753875939a57fb3eecd6e17a29f51ac923c6a8d9ea13cc71a32","1cd561a1afe26db083965cba6f3e1b8dda1c69c93f95d9dede0916c5ffd82526","account-executive-account-manager-smb-india-at-apollo-c9bc3ecaf5","Account Executive / Account Manager, SMB (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 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!",1790133710000,"2026-09-23 05:24:13","2026-09-22T19:25:58-04:00",{"jsonldValid":13,"jsonld":10},{"id":97,"applyToken":98,"slug":99,"title":100,"companyname":9,"companylogo":10,"city":11,"country":12,"remote":13,"employmentType":101,"department":102,"content_html":103,"content_text":104,"years":19,"createdAt":105,"updatedAtISO":106,"postedAtISO":107,"hasSalary":13,"salaryMin":108,"salaryMax":109,"currency":25,"schema":110},"d0dd0e0032569e30e0280375fda7ded30856d7a95ef9732b2d3cd1f870ed02ee","fc9c65c25a1493e8dfa174eb82ba6140379cd71bde359ed4d349b811d8f46b71","senior-director-of-engineering-native-data-at-apollo-a7ebe41224","Senior Director of Engineering, Native Data",[15],"Data","\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>Your role and mission\u003C/strong>\u003C/p>\n\u003Cp>Data is at the core of Apollo's product.\u003C/p>\n\u003Cp>Our People and Company datasets, and the enrichment fields that make them useful, power nearly every part of the Apollo platform. We believe we already have one of the best B2B datasets in the world. Your mission is to make it the best.\u003C/p>\n\u003Cp>You will own the engineering organization responsible for Apollo's core data platform: how we acquire data, enrich it, understand its quality and freshness, move it across systems, and continuously improve it using the signals generated by millions of Apollo users.\u003C/p>\n\u003Cp>This is one of the highest-leverage engineering leadership roles at Apollo. You will own three critical areas: Native Data, Waterfall Enrichment, and Scraping & Extension, and grow the organization as the platform expands. It’s an incredibly complex problem that involves not only identifying the right datasets and leveraging the information we get from indexing people and company data from across the internet, but also applying the logic that makes sure we always have the right information for every company and user. Also, in data, latency matters – the more fresh the data, the more valuable it is in triggering outreach. As a leader on the team, you will have to deal with significant ambiguity (e.g., what sources should we prioritize and why? How should we think about event data versus relational?) and work relentlessly to make sure our data coverage and quality are always best-in-class.\u003C/p>\n\u003Cp>Data is the lifeblood that makes the execution and intelligence within Apollo work.\u003C/p>\n\u003Cp>\u003Cstrong>What you will do\u003C/strong>\u003C/p>\n\u003Cul>\n\u003Cli>Own the engineering strategy and execution for Apollo's core data platform (partnering with Ray Li, Apollo’s CTO and co-founder)\u003C/li>\n\u003Cli>Lead and grow the teams responsible for Data. Build and develop a world-class engineering team with multiple Principal Engineers across multiple geographies\u003C/li>\n\u003Cli>Scale the Native Data team from current headcount to the right size to solve the problems described above\u003C/li>\n\u003Cli>Build systems that leverage signals from Apollo's active users, data network, browser extension, web data, customer CRMs, and other sources to continuously improve our dataset\u003C/li>\n\u003Cli>Develop a deep understanding of the coverage, quality, confidence, and freshness of every major data vector\u003C/li>\n\u003Cli>Build systems for identifying when Apollo's data is stale or out of sync and determining when and how it should be refreshed. Work with Sales to understand when we win/lose customers based on our quality. Work on Vendor selection and diversification.\u003C/li>\n\u003Cli>Create feedback loops across the GTM platform so signals like bounced emails, stale phone numbers, and customer corrections continuously improve Apollo's underlying data\u003C/li>\n\u003Cli>Own the systems that ingest and distribute data across Apollo's broader platform\u003C/li>\n\u003Cli>Lead the architecture behind large-scale enrichment, scraping, ETL, reverse ETL, and data synchronization\u003C/li>\n\u003Cli>Own the monitoring, dashboards, and quality benchmarks that make data freshness and accuracy measurable at scale.\u003C/li>\n\u003Cli>Join Apollo’s Executive Staff as a key decision-maker and partner with the broader engineering, product, data, and cross-functional teams as a subject matter expert on the long-term strategy for Apollo's most important asset\u003C/li>\n\u003C/ul>\n\u003Cp>\u003Cstrong>How we work: AI-native by default\u003C/strong>\u003C/p>\n\u003Cp>Apollo is an AI-native engineering organization.\u003C/p>\n\u003Cp>You will set the standard for how your teams use AI and agents to move faster across design, implementation, investigation, and operations. More importantly, you will identify where AI can fundamentally change how Apollo acquires, validates, enriches, reconciles, and maintains data at scale. We are looking for leaders who see AI not simply as a productivity tool, but as a new capability for building systems that weren't previously possible.\u003C/p>\n\u003Cp>\u003Cstrong>What we are looking for\u003C/strong>\u003C/p>\n\u003Cul>\n\u003Cli>A track record of leading high-performing engineering teams responsible for large-scale data or distributed systems\u003C/li>\n\u003Cli>Deep technical understanding of data infrastructure, distributed systems, databases, ingestion, synchronization, and data quality\u003C/li>\n\u003Cli>Experience operating systems where correctness, freshness, reliability, scale, and cost all matter\u003C/li>\n\u003Cli>Experience building and growing engineering teams while maintaining a high technical bar\u003C/li>\n\u003Cli>The ability to move comfortably between organizational leadership, product strategy, and deep technical discussions\u003C/li>\n\u003Cli>Strong judgment around when to build, buy, integrate, or redesign critical infrastructure\u003C/li>\n\u003Cli>The ability to lead through ambiguity and turn complex technical problems into clear direction for multiple teams\u003C/li>\n\u003Cli>A record of attracting, developing, and retaining exceptional engineers and engineering leaders\u003C/li>\n\u003Cli>Genuine, current fluency with AI-assisted development and a clear point of view on how AI changes both engineering and large-scale data systems\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>$401,900—$502,300 USD\u003C/p>\u003Cp>Tier 2 Pay Range (All other US Locations)\u003C/p>\u003Cp>$349,400—$436,800 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 mission Data is at the core of Apollo's product. Our People and Company datasets, and the enrichment fields that make them useful, power nearly every part of the Apollo platform. We believe we already have one of the best B2B datasets in the world. Your mission is to make it the best. You will own the engineering organization responsible for Apollo's core data platform: how we acquire data, enrich it, understand its quality and freshness, move it across systems, and continuously improve it using the signals generated by millions of Apollo users. This is one of the highest-leverage engineering leadership roles at Apollo. You will own three critical areas: Native Data, Waterfall Enrichment, and Scraping & Extension, and grow the organization as the platform expands. It’s an incredibly complex problem that involves not only identifying the right datasets and leveraging the information we get from indexing people and company data from across the internet, but also applying the logic that makes sure we always have the right information for every company and user. Also, in data, latency matters – the more fresh the data, the more valuable it is in triggering outreach. As a leader on the team, you will have to deal with significant ambiguity (e.g., what sources should we prioritize and why? How should we think about event data versus relational?) and work relentlessly to make sure our data coverage and quality are always best-in-class. Data is the lifeblood that makes the execution and intelligence within Apollo work. What you will do Own the engineering strategy and execution for Apollo's core data platform (partnering with Ray Li, Apollo’s CTO and co-founder) Lead and grow the teams responsible for Data. Build and develop a world-class engineering team with multiple Principal Engineers across multiple geographies Scale the Native Data team from current headcount to the right size to solve the problems described above Build systems that leverage signals from Apollo's active users, data network, browser extension, web data, customer CRMs, and other sources to continuously improve our dataset Develop a deep understanding of the coverage, quality, confidence, and freshness of every major data vector Build systems for identifying when Apollo's data is stale or out of sync and determining when and how it should be refreshed. Work with Sales to understand when we win/lose customers based on our quality. Work on Vendor selection and diversification. Create feedback loops across the GTM platform so signals like bounced emails, stale phone numbers, and customer corrections continuously improve Apollo's underlying data Own the systems that ingest and distribute data across Apollo's broader platform Lead the architecture behind large-scale enrichment, scraping, ETL, reverse ETL, and data synchronization Own the monitoring, dashboards, and quality benchmarks that make data freshness and accuracy measurable at scale. Join Apollo’s Executive Staff as a key decision-maker and partner with the broader engineering, product, data, and cross-functional teams as a subject matter expert on the long-term strategy for Apollo's most important asset How we work: AI-native by default Apollo is an AI-native engineering organization. You will set the standard for how your teams use AI and agents to move faster across design, implementation, investigation, and operations. More importantly, you will identify where AI can fundamentally change how Apollo acquires, validates, enriches, reconciles, and maintains data at scale. We are looking for leaders who see AI not simply as a productivity tool, but as a new capability for building systems that weren't previously possible. What we are looking for A track record of leading high-performing engineering teams responsible for large-scale data or distributed systems Deep technical understanding of data infrastructure, distributed systems, databases, ingestion, synchronization, and data quality Experience operating systems where correctness, freshness, reliability, scale, and cost all matter Experience building and growing engineering teams while maintaining a high technical bar The ability to move comfortably between organizational leadership, product strategy, and deep technical discussions Strong judgment around when to build, buy, integrate, or redesign critical infrastructure The ability to lead through ambiguity and turn complex technical problems into clear direction for multiple teams A record of attracting, developing, and retaining exceptional engineers and engineering leaders Genuine, current fluency with AI-assisted development and a clear point of view on how AI changes both engineering and large-scale data systems 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) $401,900—$502,300 USD Tier 2 Pay Range (All other US Locations) $349,400—$436,800 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!",1790011057000,"2026-09-21 19:21:03","2026-09-21T13:24:11-04:00",401900,502300,{"jsonldValid":13,"jsonld":10},1791448969854]