Apollo.io

Solutions Engineer

• Lead technical and business discovery to uncover pain points, success metrics, and buying criteria
• Align Apollo’s platform to ROI through tailored narratives and demos for technical and non-technical executive audiences
• Design and run technical evaluations and proofs of concept to validate business impact and accelerate buyer decisions
• Co-own complex deals with Account Executives, contributing to deal strategy and influencing stakeholders
• Navigate buying committees and mitigate evaluation risk
• Facilitate seamless pre-sale to post-sale handoffs
• Partner with Onboarding and Success teams to mitigate post-sale risk, drive expansion readiness, and deliver measurable value
• Act as the voice of the customer and a GTM thought leader
• Advise on go-to-market solution optimization and provide field insights that shape product roadmap priorities and competitive strategy

Associate Solutions Consultant II

Backend Engineer

• Design and implement highly scalable backend services, data pipelines, and integration endpoints
• Gather product and engineering requirements, write design documents, and drive technical discussions
• Lead the full software development lifecycle from product requirements through architecture, development, quality assurance, and maintenance
• Build systems with monitoring, alerting, dashboards, and observability
• Communicate development progress to product leads, engineering managers, and stakeholders
• Introduce technologies and AI tools that accelerate individual and team workflows
• Navigate ambiguity and roadblocks while maintaining project momentum
• Participate in scrum ceremonies, team events, and manager 1:1s as part of a global team
• Provide and respond to technical and behavioral feedback
• Work across data platform architecture and integrations with distributed systems powering Apollo’s AI-driven internal workflows
• Organize and structure data at scale with the data engineering team
• Own the connections layer and distributed architecture linking Apollo to the broader ecosystem at high throughput

Senior Backend Engineer

Account Executive

• Serve as the single point of contact from outbound prospecting, discovery, demo, pricing, negotiation, procurement, and close through ongoing activation, expansion, and renewal
• Own a combined territory of net-new outbound accounts and an existing Tier 1/Tier 2 account book
• Partner with Sales Development Managers on new-business outreach
• Partner with Customer Success, Support, and Product on account management
• Manage the complete new-business and existing-account sales process through legal and close within an average cycle of 60 days or less
• Generate most new-business pipeline through outbound prospecting and manage pipeline from the existing book
• Conduct at least 4 meetings per day and 20 per week across new-business and account-management work
• Maintain 3x pipeline coverage based on a 40% win rate
• Achieve and exceed monthly and quarterly quotas for new-business bookings and net revenue retention
• Manage scheduling across research, meetings, demos, CRM hygiene, escalations, follow-ups, business reviews, and pricing calls
• Use data-driven account tiering for new-business targeting, expansion opportunities, and at-risk accounts
• Run consultative discovery and connect findings to business outcomes
• Communicate with Director-and-above contacts and multi-thread across departments
• Build account plans for the top 20% of the book
• Analyze product usage to identify activation and adoption opportunities
• Maintain pipeline, deal, and renewal visibility and forecast within a 10% margin
• Apply AI tooling to accelerate research, preparation, and follow-up

Account Executive / Account Manager, MM

• Own the full commercial relationship for a book of SMB accounts with 1 to 200 employees
• Acquire new logos through inbound leads
• Expand and renew accounts already closed or inherited
• Serve as the end-to-end point of contact from first conversation through trial, negotiation, close, onboarding handoff, expansion, and renewal
• Guide founders, sales leaders, and RevOps professionals through evaluating Apollo’s all-in-one sales platform
• Split time between inbound new-business opportunities and managing and growing an owned book of existing accounts
• Maintain an in-office presence in Bangalore once the office opens
• Manage the full sales process, including trial management, negotiation, legal, and close, within an average cycle of 30 days or less
• Manage inbound new-business prospects and expansion and renewal inquiries
• Conduct 5 or more discovery and customer calls per day and 25 or more meetings per week
• Negotiate recurring monthly renewals
• Create 3x pipeline coverage month over month
• Achieve and exceed monthly and quarterly quotas for new business bookings and net revenue retention
• Manage buyer and customer research, meetings, platform demos, CRM hygiene, escalations, follow-ups, and pricing calls
• Handle objections during prospect evaluations and renewals
• Run consultative discovery and connect findings to value and business outcomes
• Communicate with Director-level and above contacts in Sales, Marketing, and RevOps
• Prioritize new-business opportunities, expansion accounts, and at-risk renewals
• Track pipeline, deals, and renewals through each funnel stage
• Forecast outcomes across new business and renewals within a 10% margin
• Manage pricing and discounting for new deals and renewals
• Apply AI tooling to improve research, preparation, and follow-up efficiency
• Collaborate with leadership and teammates using a team-selling approach

Account Executive / Account Manager, SMB

• Lead technical and business discovery to uncover pain points, success metrics, and buying criteria
• Align Apollo’s platform to ROI through tailored narratives and demos
• Present to technical and non-technical executive audiences
• Design and run technical evaluations and proofs of concept/trials
• Identify leading-indicator success metrics and accelerate buyer decision-making
• Co-own complex deals with Account Executives
• Collaborate on deal strategy, influence stakeholders, navigate buying committees, and mitigate evaluation risk
• Facilitate seamless pre-sale to post-sale handoffs
• Partner with Onboarding and Success teams to mitigate post-sale risk, drive expansion readiness, and deliver measurable value
• Serve as the voice of the customer and a GTM thought leader
• Advise on go-to-market solution optimization
• Surface field insights that shape product roadmap priorities, competitive strategy, and customer retention
• Partner with Sales Leadership, Customer Success, Marketing, Product, and Engineering
• Architect end-to-end solutions from discovery through onboarding and expansion
• Contribute through peer mentorship, repeatable playbooks, scalable GTM assets, and documented best practices

Software Engineer

• Own engineering strategy and execution for Apollo's core data platform, partnering with the CTO and co-founder
• Lead and grow the data engineering teams and build a world-class engineering organization
• Scale the Native Data team to the appropriate size
• Build systems using signals from active users, the data network, browser extension, web data, customer CRMs, and other sources
• Understand and improve coverage, quality, confidence, and freshness of major data vectors
• Identify stale or out-of-sync data and determine refresh strategies
• Work with Sales to understand customer wins and losses related to data quality
• Select and diversify vendors
• Create feedback loops using bounced emails, stale phone numbers, and customer corrections
• Own systems that ingest and distribute data across Apollo's platform
• Lead architecture for large-scale enrichment, scraping, ETL, reverse ETL, and data synchronization
• Own monitoring, dashboards, and quality benchmarks for data freshness and accuracy
• Join Apollo's Executive Staff and advise on long-term strategy for Apollo's core data asset
• Set standards for AI and agent use across design, implementation, investigation, and operations
• Identify ways AI can transform data acquisition, validation, enrichment, reconciliation, and maintenance

Senior Director of Engineering, Native Data

Sales

• Lead Apollo.io’s SMB sales organization spanning new business acquisition and account management
• Manage 4–5 Sales Managers overseeing SMB Account Executives and Account Managers in Austin
• Set SMB go-to-market strategy, including territory design, segmentation, sales motion, pricing, packaging, and competitive positioning
• Own revenue performance across new business and expansion portfolios
• Build performance culture through goal-setting, 1:1s, calibration, coaching, training, and playbook development
• Partner with Sales Ops on pipeline health, forecasting, and data-driven performance insights
• Identify market opportunities and adapt strategy to competitive and industry developments
• Partner cross-functionally with Product, Engineering, Marketing, Customer Success, Onboarding, Legal, and Operations
• Lead initiatives shaping program design, tooling, and sales processes
• Represent SMB in executive planning and company-wide go-to-market strategy
• Monitor and report performance metrics, forecasts, and business reviews to senior leadership
• Hold managers accountable for quotas, pipeline standards, outbound contribution, and KPIs
• Improve sales processes, team efficiency, and funnel conversion rates

Director, SMB Sales

Operations

• Build and own the operating system for Apollo's Partnerships business
• Establish processes, systems, data models, governance, ownership, and operating cadence
• Design partner motions and commercial models from acquisition through renewal
• Define workflows, incentives, tiering, deal mechanics, attribution, systems requirements, and measurement
• Own reporting infrastructure, operating definitions, instrumentation, dashboards, and recurring partner-performance reporting
• Turn partner data into decision-making systems and drive data-quality and attribution remediation
• Own partner systems requirements, architecture, roadmap, prioritization, and operating model across Salesforce, PartnerStack, Crossbeam, Apollo, and connected tools
• Drive ambiguous cross-functional initiatives from structured requirements through execution
• Improve partner-motion economics and efficiency through process changes, automation, and tooling
• Own partner-business reporting, partner data quality, attribution, lifecycle and funnel instrumentation, deal registration, commercial operations, agreement administration, revenue-share tracking, and partner-related workflows
• Coordinate with Partner Managers, Systems, Data Engineering, RevOps Analytics, Finance, Legal, BizOps, Partner Marketing, Academy, and technical resources

Head of Partner Programs – Strategy and Operations

Manager

• Directly manage a team of Solutions Consultants supporting Apollo's Enterprise and Mid-Market business
• Hire, coach, and develop Solutions Consultants to exceed sales targets
• Own career development, performance management, and succession planning
• Build a culture of trust, ownership, continuous feedback, and AI-augmented work
• Build playbooks, tooling, capacity models, coverage plans, and enablement programs for the Solutions Consulting function
• Set standards for discovery, demos, technical solution design, deal strategy, and AI usage
• Run recurring enablement on process changes, product features, and competitive collateral
• Analyze deal and team performance data to improve the Solutions Consulting motion, win rates, and time-to-value
• Ensure pipeline and deal-coverage visibility across the team
• Deliver OKR and QBR updates to leadership and cross-department stakeholders
• Represent the customer and GTM organization in GTM strategy and product roadmap decisions
• Partner with Onboarding and GTME leadership to drive adoption and mitigate post-sale risk
• Personally contribute to the largest and most strategic accounts
• Collaborate cross-functionally with Sales, Sales Enablement, Sales Operations, Post-Sales, Product, Engineering, and Marketing

Associate Solutions Consultant II

Senior Backend Engineer

Account Executive / Account Manager, MM

Account Executive / Account Manager, SMB

Associate Solutions Consultant II

Senior Director of Engineering, Native Data

Director, SMB Sales

Head of Partner Programs – Strategy and Operations

Senior Manager, Solution Consulting