Apollo.io

Director

• Lead the development and implementation of global pricing strategies that support our business goals.
• Work closely with Product, Sales, and Finance teams to create effective pricing models for both new and existing products.
• Define and refine monetization strategies to drive revenue growth, aligned with our PLG vision and usage-based pricing approaches.
• Partner with external pricing consultants to evaluate and improve our pricing structure.
• Lead business case creation for new initiatives across multiple product categories, ensuring profitability and growth.

Director of Pricing and Packaging

Account Executive

• Own 600+ target accounts, proactively engaging with Director+ level buyers in Sales, Marketing, and RevOps.
• Drive 90% outbound new business, creating 3x pipeline coverage to exceed quota.
• Run 4+ strategic meetings per day (20+ per week) across discovery, demos, and closing conversations.
• Lead full-cycle sales (discovery, demo, pricing, negotiation, and procurement) in a 60-day deal cycle.
• Work closely with Sales Development Managers to refine outreach and accelerate pipeline.

Account Executive, New Business – Mid-Market

Financial Planning and Analysis

• Serve as the primary support partner to the CFO, enabling effective execution across scheduling, financial operations, and cross-functional collaboration.
• Own and proactively manage the CFO’s calendar across daily, weekly, monthly, and quarterly horizons, ensuring time is allocated to the highest-priority activities.
• Manage complex domestic and international travel for the CFO, including itineraries, accommodations, briefs, and contingency planning.
• Handle CFO expense reporting, approvals, and administrative workflows.
• Handle select personal and confidential requests for the CFO with discretion.
• Identify opportunities for the CFO to delegate work across Finance Leadership, BizOps, Analytics, and the Executive Team.
• Provide ad hoc operational assistance to the Finance & Strategy, Accounting, Analytics, and BizOps teams as needed.
• Provide focused calendar and communication support to the CEO, in close partnership with the Chief of Staff, CEO.
• Monitor and maintain the CEO’s calendar, identifying scheduling conflicts, protecting focus time, and ensuring each day is set up for maximum effectiveness.
• Watch the CEO’s inbox so emails from important stakeholders are surfaced promptly and not lost in volume.
• Partner closely with the Chief of Staff, CEO on priorities, communications, and meeting cadence.
• Coordinate logistics for the CFO’s board, investor, and strategic external meetings.
• Ensure CFO board commitments and prep cycles are planned well in advance with clear ownership and deadlines.
• Assist with creating, editing, and formatting executive presentations, spreadsheets, and financial memos.

Executive Assistant, CFO – CEO

Accountant

• Support month-end revenue close, including preparation of revenue related journal entries
• Assist with reconciliations of invoices, deposits, and other revenue-related accounts, ensuring accuracy and timely resolution of reconciling items
• Review customer contracts to identify performance obligations, determine transaction price, and assess allocation and recognition timing under ASC 606
• Maintain and continuously improve revenue recognition documentation and memos for audit and technical accounting purposes
• Reconcile revenue sub-ledger to the general ledger across Salesforce and Stripe, and contract management system in a high-volume transaction environment
• Run SQL queries to extract and analyze revenue data from our data warehouse (Snowflake), supporting reconciliations, variance analysis, and ad hoc investigations
• Identify and investigate data anomalies, escalate systemic issues, and partner with Billings, Finance System and Rev Ops to resolve root causes
• Build and own scalable reconciliation frameworks that can handle volume and complexity
• Prepare PBC schedules, technical accounting memos, and supporting documentation for external auditors (Big 4)
• Support ongoing revenue recognition remediation efforts and process improvement initiatives
• Assist with ad hoc technical accounting research and policy documentation as the business evolves
• Collaborate with Finance System, Revenue Operations, Legal, and Billing teams on contract review and order-to-cash process design

Senior Accountant, Revenue

Content Marketing Manager

• Develop a sharp content strategy aligned with business goals
• Grow the brand into the destination for modern GTM wisdom
• Create content that educates without being boring
• Translate complex sales tech concepts into easily digestible content
• Collaborate with Demand Gen, PMM, and Sales to make impactful content
• Scale the content machine with AI tools
• Optimize by tracking performance to improve content output
• Take risks and stand out in content creation

Senior Content Marketer

Product Marketing

• Own enablement strategy across the sales cycle.
• Be the PMM closest to upmarket deals.
• Build the collateral library that sellers actually pull from.
• Lead competitive and category positioning for upmarket motions.
• Drive Post-Sales enablement and expansion plays.
• Translate product launches into rep-ready moments.
• Run a tight feedback loop with the field.
• Operate as a strategic partner, not an order-taker.

Lead Product Marketing Manager

Marketing

• Own case study production from interview to publish, and make sure reps actually use the content
• Build and manage a testimonial library that's always fresh, always accessible, and growing
• Run a customer advocate community
• Own public advocacy at scale
• Help Sales close
• Build AI-powered systems for each of these programs
• Build the strategy to scale this program
• Experiment with community programming

Customer Marketer

Solutions Engineer

• Lead technical and business discovery to uncover pain, success metrics, and buying criteria.
• Co-own complex deals with AEs by collaborating on deal strategy.
• Design and run POC-based trials that validate business impact early.
• Engage technical stakeholders to design scalable, secure integrations.
• Serve as the voice of the customer, advising on go-to-market solution optimization.
• Co-create solutions that drive adoption and manage process change.
• Coach peers on discovery, demos, and technical and solution strategy.

Senior Solutions Consultant

• Hire, build, and lead a team of GTM analysts dedicated to supporting Sales and Post-Sales functions, fostering a culture of analytical excellence, ownership, and continuous improvement.
• Set team priorities, manage cross-functional stakeholder relationships, and ensure analytical capacity is aligned to the highest-leverage GTM needs.
• Coach and develop analysts to grow as both technical practitioners and strategic business partners.
• Own and maintain Apollo's GTM data strategy — defining how GTM data is structured, governed, and trusted across the organization.
• Partner with the BI/Analytics team to inform reporting model design, establish data governance standards, and drive metrics standardization across Sales, Pipeline Generation, and Customer Success.
• Define, document, and operationalize core GTM metrics including ARR accounting logic, logo definitions, funnel metrics, retention, and expansion — ensuring consistency and confidence across all reporting surfaces.
• Ensure Salesforce and connected data sources are well-understood, accurately modeled, and effectively leveraged across all reporting and analytical workflows.
• Own and continuously improve Apollo's analytical forecasting capability across all GTM functions and ARR levers, including New Business Sales, Pipeline Generation, Pipeline Coverage, and Customer Retention.
• Build and maintain advanced forecasting models that integrate signals across the full ARR waterfall, enabling leadership to plan with confidence and act with foresight.
• Partner with Finance and GTM leadership on planning cycles, quota setting, and scenario modeling to support resource allocation and strategic decisions.
• Own the data management processes that underpin Apollo's GTM Operating Cadences — including QBRs, pipeline reviews, board reporting, and executive dashboards.
• Ensure timely, accurate, and actionable data is available to support recurring business reviews and ad hoc leadership requests.
• Define and maintain data pipelines and reporting infrastructure in partnership with BI/Analytics and RevOps.
• Own and facilitate data change projects that impact GTM reporting, forecasting, or planning functions — including CRM migrations, metric redefinitions, system integrations, and tooling transitions.
• Lead cross-functional alignment on data changes, managing communications, timelines, and validation to ensure continuity of reporting and stakeholder trust.
• Serve as a strategic analytical partner to GTM leadership, delivering insights and exploratory analyses that surface opportunities, flag risks, and inform GTM strategy.
• Translate complex, ambiguous business questions into structured analyses and clear executive narratives.
• Proactively identify trends across sales performance, pipeline health, customer retention, and competitive dynamics that should influence GTM prioritization.

Manager, GTM Analytics – Intelligence

Product Manager

• Go deep with paying customers, admins, and end users to deeply understand their needs, workflows, and friction points.
• Prototype fast.
• Use AI as a daily multiplier.
• Write clear specs and make hard tradeoffs.
• Measure whether it worked.
• Drive alignment across Free-to-Paid, Pricing & Packaging, Sales, Support, and other partners.

Senior Product Manager, Expansion

Operations

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Support Operations Manager

• Prepare and post journal entries, maintain account reconciliations, and prepare and contribute to the month-end close package
• Conduct variance analysis and clearly communicate trends and discrepancies to senior team members
• Own end-to-end bookkeeping and month-end close for international subsidiaries, ensuring all accounts are fully reconciled
• Manage intercompany eliminations, foreign currency translation, and related balance sheet reconciliations
• Support statutory compliance requirements across jurisdictions in coordination with external advisors
• Prepare and maintain accrual journal entries for US entity at month
• Partner with FP&A and business owners to validate estimates, explain variances, and resolve discrepancies on a timely basis
• Reconcile cash accounts, including third-party payment processors, on a monthly basis
• Investigate and resolve reconciling items, escalating systemic issues to process owners
• Support the annual audit by preparing and organizing PBC documentation for external auditors (Big 4)
• Identify and drive accounting process improvements with a focus on scalability and efficiency
• Assist with ad hoc projects and initiatives in a rapidly evolving environment

Senior Accountant

• Own customer outcomes post-sale: GRR (>95%), NRR, product adoption, and credit consumption growth across a portfolio of Apollo's highest-value accounts.
• Multithread across complex organizations: Build and maintain active relationships with 3+ stakeholders per account
• Configure Apollo to power AI-driven workflows
• Turn usage data into expansion
• Advise executives on GTM strategy
• Protect and grow your book

Go-To-Market Engineer II, Mid-Market

• Act as the primary point of contact for external marketing agencies, managing relationships and ensuring alignment on project goals, timelines, and deliverables.
• Coordinate the development of marketing assets (e.g., digital campaigns, content, creative materials) with agencies, ensuring adherence to brand guidelines and campaign objectives.
• Oversee agency workflows, including brief creation, feedback loops, and approval processes, to ensure timely and high-quality delivery of marketing materials.
• Collaborate with internal teams and agencies to align on campaign strategies, audience targeting, and messaging.
• Manage end-to-end project plans for marketing campaigns, ensuring alignment with the broader marketing strategy and operational processes.
• Facilitate the execution of campaigns by coordinating tasks across internal teams (e.g., content, design, demand generation) and external agency partners.
• Track project milestones, budgets, and deliverables, ensuring campaigns are delivered on time and within scope.
• Support the Senior Manager of Marketing Operations in implementing standardized processes for campaign execution and operational intake.
• Assist in the utilization of marketing technology platforms (e.g., HubSpot, Marketo, Salesforce) to support campaign execution and data integration.
• Ensure agency deliverables integrate seamlessly with Apollo’s marketing technology stack and custom marketing control plane.
• Support data accuracy and compliance in campaign-related activities, including audience segmentation and lead management.
• Work with the Senior Manager of Marketing Operations and Analytics & Intelligence teams to track campaign performance and report on KPIs.
• Provide insights on agency-driven campaign effectiveness, contributing to broader marketing performance analyses.
• Ensure agency deliverables meet quality standards through QA processes and performance reviews.
• Partner with internal marketing teams (e.g., demand generation, content, product marketing) to align agency work with Apollo’s go-to-market strategy.
• Collaborate with sales and revenue operations to ensure smooth lead handoffs and alignment on campaign objectives.
• Support global campaign efforts, including coordination with the global communication preference center for opt-in/opt-out preferences.