Apollo.io

Recruitment

• Lead and scale the Talent Acquisition function across R&D, go-to-market, and G&A business units
• Design and execute a global recruiting strategy leveraging AI and automation
• Build and mentor a high-performing Talent Acquisition team
• Foster a culture of collaboration, innovation, and accountability
• Partner with the executive team and senior leaders to forecast hiring needs and align recruiting priorities with business objectives
• Establish and track recruiting metrics to measure performance and optimize processes
• Drive data-informed decision-making
• Collaborate with Marketing and People teams to enhance Apollo’s employer brand and attract top-tier candidates
• Implement scalable recruiting operations, tools, and systems
• Enable a seamless and efficient hiring process

Head of Talent Acquisition

Director

• Own the commercial, relational, and operational aspects of a select portfolio of Apollo.io technology alliances
• Build and maintain joint business plans and serve as the single point of accountability for alliance health and growth
• Help determine which integrations should graduate into full technology alliances and which alliances should evolve or wind down
• Drive field-level co-selling between Apollo's sales organization and partner sales organizations
• Broker rep-to-rep introductions and build field enablement for co-selling
• Own partner-sourced and partner-influenced pipeline and revenue
• Design and run joint go-to-market programs spanning demand generation, field events, and content
• Partner with Marketing to execute pipeline-generating programs
• Align executive sponsors, management, and field stakeholders around alliance priorities and goals
• Connect Partnerships, Product, Marketing, and Sales for each owned alliance
• Initially operate as an individual contributor with a focused alliance portfolio
• As the ecosystem scales, hire, coach, and lead Technology Partner Managers
• Design team ownership structures and establish QBRs, planning cadence, and reporting

Director, Technology Alliances

Account Manager

• Own the volume data-resale P&L end to end
• Hire, coach, and manage account executives carrying the resale quota
• Partner with Partner Marketing to fund demand generation and identify new growth levers
• Develop a point of view on demand generation opportunities and upmarket bespoke-deal potential
• Structure and close bespoke data agreements with high-value counterparties
• Build and run marketplace distribution across data-cloud, MCP, and platform marketplaces
• Personally run complex business-development deals outside the existing playbook
• Build and run point-of-formation distribution through formation platforms, website builders, and regional CPA and business-advisory networks
• Identify and prioritize several new distribution “big swings” within the first six months
• Define and build the Data & Distribution Partnerships function from scratch

Director, Data – Distribution Partnerships

Account Executive

• Directly manage a team of 8+ SMB Account Executives
• Drive new business revenue across the SMB segment of 1–200 employee companies
• Provide 1:1 coaching and performance management
• Develop the team’s consultative selling abilities across customer personas
• Implement new strategies to achieve revenue targets
• Lead, mentor, train, and develop Account Executives
• Establish a performance-driven culture with clear goals and continuous feedback
• Foster collaboration, innovation, career growth, and regular performance reviews
• Analyze sales data and call coaching to improve the sales process, revenue impact, and win rates
• Develop strategies for training, objection handling, and pipeline growth
• Ensure pipeline cleanliness through accurate stages, ARR, and forecast categories
• Accurately predict likely outcomes within a 10% margin
• Work on cross-functional projects with Product, Engineering, Sales, Customer Success, Onboarding, Marketing, and Legal

Sales Manager, SMB Account Executive

Full-stack Engineer

• Develop and execute engineering strategies enabling rapid experimentation and data-driven decision-making
• Collaborate with Product, Design, Marketing, Data Science, and Engineering to optimize growth metrics and contribute to core product initiatives
• Architect and build scalable systems supporting onboarding flows, personalization engines, and viral loops
• Implement A/B testing and data instrumentation for accurate experiment tracking and measurement
• Leverage automation and machine learning to optimize user engagement, reduce churn, and personalize user experiences
• Produce clean, well-structured, documented code and implement pixel-perfect, cross-browser designs
• Maintain code quality, organization, automation, and continuous delivery
• Ensure technical excellence in performance optimization, security, and scalability
• Communicate development progress and blockers to the product lead, engineering manager, and stakeholders
• Work effectively as part of a large global team and participate in stand-ups, team meetings, and manager 1:1s
• Give and receive constructive feedback and praise

Senior Software Engineer, Growth

• Drive new business revenue across Apollo’s mid-market businesses
• Guide founders, Sales, and Operations professionals through their evaluation of Apollo’s all-in-one Sales platform
• Provide consultative guidance to help prospects develop their pipeline generation strategy
• Manage the entire sales process from initial conversation through trial management, negotiation, legal, and close
• Manage a primarily inbound prospect pipeline and develop relationships with potential buyers
• Conduct 4 net new meetings per day and 20 meetings per week
• Create 3x pipeline coverage
• Achieve and exceed monthly and quarterly quotas
• Run initial meetings, demonstrate the platform, maintain Salesforce hygiene and administration, handle customer escalations, conduct follow-up and pricing calls, and attend company meetings
• Lead consultative discovery by quantifying customer pain and connecting it to value and business outcomes
• Collaborate with businesses with a minimum of 200 employees
• Communicate with Director-level and above contacts in sales, marketing, and RevOps
• Clearly communicate pipeline and deal status at each funnel stage
• Forecast likely outcomes within a 10% margin
• Use a team-selling approach and engage leadership to support selling

Account Executive, Mid-Market

Manager

• Own Apollo.io's performance marketing engine across all paid channels
• Lead and develop paid channel specialists across Paid Search, Paid Social, TV, Audio, OOH, and adjacent channels
• Manage an 8-figure annual budget focused on efficiency, incrementality, and pipeline contribution
• Build and evolve the measurement and attribution framework, including pixel configurations, CAPI integrations, and marketing mix modeling
• Drive testing and experimentation across creative, audience, bid strategy, landing pages, and channel mix
• Partner with Creative, Brand, Analytics, Product, and Finance
• Own forecasting, pacing, and performance reporting for senior leadership
• Manage external agencies, media partners, and technology vendors
• Champion PLG and SLG acquisition motions across the funnel and buying journey
• Set paid acquisition vision and contribute to growth strategy and team culture

Senior Manager, Paid Acquisition

Growth Marketing

• Own acquisition, activation, engagement, and retention for Apollo’s long-tail agency segment end to end
• Define and report funnel metrics including activation rate, time-to-first-deal, partner-sourced pipeline, engagement/certification rates, retention, and dormancy by cohort
• Identify when scaled programs should hand off to human-managed relationships and partner with the Solution Partner Program team
• Design and run tiered, automated programs for partner onboarding, certification, and ongoing engagement
• Build and maintain partner segmentation based on activity, certification, deal registration, referral volume, and account overlap
• Own PartnerStack for partner enrollment, tiering, commissions, program administration, and lifecycle programs
• Test and iterate segmentation, messaging, sequencing, and incentive triggers to improve funnel conversion
• Use Crossbeam account-mapping data to surface overlap across partners, customers, and prospects
• Translate ecosystem signals into automated partner-facing nudges and internal routing
• Partner with Partner Marketing on enablement material, product updates, and co-marketing assets
• Distribute content at scale across the partner base

Partner Growth Manager

• Lead the entire sales cycle from discovery and product demonstrations through negotiation and closing, typically within 30 days
• Manage predominantly inbound leads and nurture potential client relationships
• Conduct 5–8 initial discovery calls daily and facilitate 25–40 weekly meetings
• Generate approximately 14 qualified Stage 2 opportunities per week
• Maintain pipeline growth of at least 3x month-over-month
• Close around 15 deals monthly, ranging from $5,000 to $20,000 each
• Meet or exceed a quarterly sales quota of $165,000 ($55,000/month)
• Balance buyer research, demos, Salesforce administration, follow-ups, pricing discussions, and internal meetings
• Handle objections and drive conversations to closure
• Ask strategic, consultative discovery questions to uncover customer challenges and align Apollo’s solutions
• Build strategic relationships with Directors and above in Sales, Marketing, and Revenue Operations
• Provide accurate pipeline forecasting within a 10% margin
• Contribute innovative ideas aligned with Apollo’s culture, values, and growth vision
• Engage within a diverse, inclusive, high-performing team environment
• Maintain focus on daily, weekly, and monthly objectives
• Learn from successes and setbacks

Account Executive, SMB

• Set the technical direction for Apollo's most critical and ambiguous problems across teams and organizational boundaries
• Make architectural decisions shaping the product and platform over multiple years
• Set technical strategy for the AI- and agent-focused product rebuild and translate it into executable team direction
• Raise engineering standards, patterns, and decision quality across the organization
• Multiply the output of engineers and teams through design, review, and mentorship of senior engineers
• Partner with engineering and product leadership on the company's technology direction
• Use AI agents for complex design, investigation, and implementation work
• Define AI-native engineering practices and identify opportunities where AI reshapes product development

Principal Software Engineer

• Design, build, and scale significant systems and features end-to-end
• Own systems and features from design through production and operation
• Break down hard, ambiguous problems and drive them to shipped outcomes
• Own the reliability, performance, and cost of responsible systems
• Partner across product, design, and engineering on cross-team problems
• Raise the quality bar and establish patterns that improve team effectiveness
• Use AI agents for design, investigation, and implementation with appropriate review

Senior Software Engineer

Executive Assistant

• Serve as the primary support partner to the CPO, enabling effective execution across scheduling, R&D operations, and cross-functional collaboration.
• Own and proactively manage the CPO's calendar across daily, weekly, monthly, and quarterly horizons, ensuring time is allocated to the highest-priority activities.
• Manage complex domestic and (as needed) international travel for the CPO, including itineraries, accommodations, briefs, and contingency planning.
• Handle CPO expense reporting, approvals, and administrative workflows.
• Handle select personal and confidential requests for the CPO with discretion.
• Identify opportunities for the CPO to delegate work across Product, Design, Research, and Engineering leadership.
• Provide ad hoc operational assistance to the Product, Design, and Research teams as needed.
• Provide focused coordination across the R&D leadership team, helping the CPO's direct reports and cross-functional partners (Engineering, Product, Design, Research) stay aligned on priorities and commitments.
• Monitor and maintain visibility into the calendars of key R&D leaders, identifying scheduling conflicts and protecting focus time where needed.
• Watch the CPO's inbox so messages from important stakeholders (executives, key partners, board members) are surfaced promptly and not lost in volume.
• Triage, prioritize, and flag time-sensitive or high-importance communications, providing draft responses or summaries as needed.
• Partner closely with Engineering, Product, Design, and Research leadership on priorities, communications, and meeting cadence.
• Ensure the CPO is consistently aware of upcoming commitments and arrives prepared for product reviews, leadership syncs, and cross-functional meetings.
• Handle select administrative requests and confidential matters with discretion.
• Own scheduling and logistics for product strategy reviews, roadmap planning sessions, leadership offsites, and CPO-led external meetings with partners and candidates.
• Support preparation of board and leadership materials related to product strategy — deck coordination, pre-read circulation, and day-of execution — in partnership with the CEO's and CFO's teams as needed.
• Manage CPO-related distribution lists, calendar holds, and communication processes tied to leadership and cross-functional engagements.
• Track follow-ups and action items from product reviews, leadership meetings, and strategic discussions, maintaining records for key stakeholders engaging with the CPO.
• Ensure CPO board and leadership prep cycles are planned well in advance with clear ownership and deadlines.
• Gather, organize, and coordinate materials for recurring product and roadmap reviews, working with Product, Design, Research, and Engineering to ensure deadlines are met and materials are complete.
• Organize and support recurring R&D leadership meetings, monthly and quarterly business reviews, and key planning sessions.
• Track action items, deliverables, and deadlines across the R&D organization, proactively following up to ensure commitments are met.
• Assist with creating, editing, and formatting executive presentations, roadmap documents, and org communications.
• Partner with Product, Design, Research, and Engineering leadership to ensure the CPO has clear visibility into priorities, OKRs, and follow-through.
• Support Core Team and Executive Staff operating cadences, including meetings, prep, follow-ups, and action tracking.
• Partner with cross-functional stakeholders to create visibility into Core Team OKRs and commitments.
• Help identify gaps in communication, ownership, and execution across the leadership team.
• Support executive accountability by ensuring decisions, actions, and next steps are documented and followed through.
• Plan, organize, and execute CPO-led offsites and R&D team events.

Executive Assistant, CPO

Communications

• Turn Apollo corporate narratives, milestones and data insights into compelling stories that earn attention with media, analysts, and customers
• Develop high-impact content for external audiences including contributed bylines, data benchmark and survey reports, executive POVs, and other content to build thought leadership and brand awareness
• Ensure narratives reinforce Apollo’s messaging and support its business strategy
• Collaborate with Marketing on integrated campaigns, editorial planning and amplification
• Drive product PR that highlights innovation, customer impact, and category leadership
• Develop data-informed messaging and materials including press releases, messaging frameworks, briefing documents, FAQs, talking points, and reactive statements
• Partner closely with Product, Product Marketing, Engineering, Legal to ensure clarity, accuracy, and consistency across all product communications
• Support for sensitive comms (e.g., data topics, platform policies, incidents, and legal or regulatory matters) with strong judgment and executive-ready recommendations
• Help enhance and operationalize Apollo’s analyst relations strategy, with a focus on influence, education, and long-term relationship building
• Manage day-to-day engagement with key analysts including Gartner, Forrester, GZ Consulting, Info-Tech, and others
• Develop analyst-facing materials such as briefings, decks, messaging frameworks, and market POVs
• Lead planning and execution of all-hands meetings, including agenda development in coordination with executive team leaders, speaker preparation, content production, and run-of-show coordination
• Develop internal communications content and cross-channel cadence that reinforce Apollo’s narrative and strategy, ensuring employees understand company goals, priorities, momentum and moments of change
• Draft, edit, and distribute internal announcements for org changes, product updates, milestones, and other company-wide initiatives; ensure internal and external comms are tightly aligned, synchronized, and strategically sequenced

Principal Communications Manager

• Lead, mentor, and manage a team of SMB Account Executives, driving performance to exceed targets while providing coaching, training, and development opportunities.
• Establish a performance-driven culture with clear goals, continuous feedback, and a focus on team efficiency and productivity through scalable processes.
• Foster a collaborative and positive work environment, empowering innovation, career growth, and regular performance reviews.
• Analyze sales data and call coaching to identify areas for improvement in the sales process, driving revenue impact and higher win rates.
• Develop and implement strategies to support training efforts, objection handling techniques, and drive pipeline growth.
• Ensure pipeline cleanliness with accurate stages, ARR, and forecast categories to provide clear overviews of team pipelines and deal progress.
• Accurately predicting your most likely outcome within a 10% margin.
• 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.
• 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.

• Design and implement highly scalable backend endpoints
• Gather product requirements and write design docs to satisfy product needs
• Drive/Lead full lifecycle of software development: product requirements, architecture, solution design, development, quality assurance, and maintenance
• Mentor others on best practices and effectively share knowledge
• Ability to effectively communicate development progress to the product lead, engineering manager, and other stakeholders
• Be comfortable introducing new technologies and new ideas as required
• Work effectively as part of a large global team
• Attend and engage in scrum ceremony meetings, team parties, and manager 1:1s
• Provide feedback to co-workers in written and verbal form and respond to technical and behavioral feedback from managers and peers

Head of Talent Acquisition

Director, Technology Alliances

Director, Data – Distribution Partnerships

Sales Manager, SMB Account Executive

Senior Software Engineer, Growth

Account Executive, Mid-Market

Senior Manager, Paid Acquisition

Partner Growth Manager

Account Executive, SMB

Principal Software Engineer

Senior Software Engineer

Executive Assistant, CPO

Principal Communications Manager

Sales Manager, SMB Account Executive

Software Engineer II