Apollo.io

Account Executive

• 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.

Sales Manager, SMB Account Executive

Full-stack Engineer

• 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

Software Engineer II

Product Manager

• The vision and roadmap for how Apollo governs access across the rep org: permissions, roles, admin, managers, territory, and assignment.
• A standard permission model that replaces fragmented flags and team-level toggles with one clear enforcement path.
• The admin experience for Users & Teams, roles, access, provisioning, settings, and core configuration workflows.
• The manager experience that gives frontline leaders real control over their teams’ books, territories, access, and operating model.
• Territory and assignment that can stand up to enterprise CRM models, including multi-territory logic and parity with Salesforce and equivalent systems.
• The governance, scoping, and least-privilege controls that turn “Apollo cannot support our org structure” into “Apollo is ready for us.”
• The instrumentation, standards, and product quality bar that make controls a platform the rest of Apollo can build on.

Senior Product Builder, Enterprise Readiness & Admin Platform

Engineering Manager

• Own and continuously improve end-to-end detection, investigation, response, post-incident review, and threat intelligence-informed improvement processes, including AI-assisted triage and investigation workflows.
• Lead complex and high-severity incidents with clear decision-making, effective stakeholder communication, and accountable follow-through on remediation.
• Stay technically engaged in investigations across cloud infrastructure, SaaS platforms, corporate systems, user behavior, and abuse scenarios, and translate incident learnings, platform changes, and threat trends into Security Detection & Response priorities.
• Define and evolve security observability and detection strategy, including telemetry onboarding, signal quality, threat intelligence inputs, alert tuning, and coverage validation.
• Oversee Panther detections, MITRE ATT&CK-aligned use cases, investigation playbooks, and response automations, with measurement and validation loops for coverage, precision, latency, tuning effectiveness, safe rollout, and attack-simulation-based validation.
• Transform security operations processes through practical use of AI, including designing agents and AI-native workflows for triage, enrichment, investigation, and response.
• Drive Python-based tooling, CI/CD practices, and pragmatic use of AI to improve the speed, quality, and reliability of Security Detection & Response workflows.
• Build, lead, and retain a high-performing remote Security Detection & Response team with clear expectations, strong onboarding, documentation, and knowledge-sharing practices.
• Coach engineers to grow in technical depth, operational ownership, and leadership capability while partnering closely with Engineering, IT, Fraud, Legal, People, Support, and Product on incidents, investigations, and security improvements.
• Work closely with Engineering and Infrastructure on telemetry quality, data pipelines, and operational readiness, and communicate security risk, incident impact, and remediation plans clearly to technical and non-technical stakeholders.
• Define and review strategy-aligned metrics and reporting that measure Security Detection & Response effectiveness, highlight trends and gaps, and inform priorities and stakeholder decisions.

Engineering Manager, Security Detection & Response

Solutions Engineer

• Lead technical and business discovery to uncover pain, success metrics, and buying criteria.
• Align Apollo’s platform to ROI through tailored narratives and demos, presenting confidently to technical and non-technical executive audiences.
• Design and run technical evaluations that validate business impact early, identify leading indicator success metrics, and accelerate buyer decision-making.
• Co-own complex deals with AEs by collaborating on deal strategy with a strong, informed point of view to influence stakeholders, navigate buying committees, and mitigate evaluation risk.
• Facilitate a seamless pre-sale to post-sale handoff to ensure customers hit the ground running – partnering with Onboarding and Success teams to mitigate post-sale risk, drive expansion readiness, and deliver measurable value.
• Serve as both the voice of the customer and a credible GTM thought leader, advising on go-to-market solution optimization and surfacing actionable field insights that shape product roadmap priorities, competitive strategy, and how Apollo wins and retains customers.

Associate Solutions Consultant II

Account Manager

• Manage the entire sales process from initial conversation, trial management, negotiation, legal, and close with an average deal cycle of 30 days or less.
• Negotiate a high volume of renewals (~10) each month within your book of business.
• Manage a pipeline of primarily inbound inquiries from your book of business to identify, engage, and develop relationships with potential buyers.
• Responsible for taking 5+ meetings per day between upsells and renewals, running 25+ meetings per week.
• Consistently create 3x pipeline month over month.
• Achieve and exceed monthly and quarterly quotas
• Capable of time management and accountable to own your schedule to structure your day and accomplish - running initial meetings, showing a demo of our platform, Salesforce hygiene and admin work, customer escalations, follow up meetings, pricing calls and various company calls and meetings.
• Confident handling objections with a prospect on a call.
• Ability to tier your account list to identify top expansion opportunities as well as top ‘at risk’ accounts.
• Proficient in the sales process, and specifically the Discovery step. Asking questions in a consultative way and actively listening to tie back to value and business driven outcomes.
• Collaborate with businesses that have a maximum of 200 employees.
• Communicate directly with Director and above level contacts primarily within the sales, marketing, and RevOps departments.
• Ability to effectively articulate how our platform can solve customer challenges to drive expansion opportunities.
• Clearly articulate an overview of your pipeline and deals in your funnel at each stage.
• Accurately predicting your most likely outcome within a 10% margin.

Account Manager, SMB

Advocate

• Handle billing inquiries, refund requests, cancellation requests, invoice discrepancies, and payment-related questions via email, chat, and phone — ensuring timely, accurate, and policy-compliant responses.
• Process subscription renewals, cancellations, and refunds in compliance with Apollo's billing policies and workflows.
• Provision customer accounts based on signed contracts, ensuring correct feature access and configuration from day one.
• Investigate and resolve billing discrepancies, working with Finance and Sales teams when cross-functional input is required.
• Maintain detailed, audit-ready records of billing interactions, decisions, and resolutions in Apollo's CRM.
• Escalate complex or ambiguous cases with complete context — reproduction steps, evidence, and attempted mitigations — following defined escalation paths.
• Identify and flag recurring billing issues, customer friction points, and process gaps to the Team Lead.
• Educate customers on invoicing, payment methods, and subscription plans to minimize confusion and disputes.
• Adopt and use approved AI tools, macros, and templates to improve the speed and consistency of case handling.

Billing Advocate

• Close Incremental Business Opportunities: Identify and close expansion opportunities within Tier 1/Tier 2 Mid Market accounts.
• Drive Value and Growth: Conduct virtual meetings, including enablement and product activation sessions and business reviews, to drive value and growth with customers.
• Portfolio Ownership: Maintain a high level of organization and attention to detail, taking ownership of customer situations and seeing them through to resolution.
• Collaborate Cross-Functionally: Work closely with internal teams to ensure a seamless customer experience.

Account Manager, Mid-Market

Recruitment

• Own full-cycle recruiting for mid and senior-level roles across Sales and Marketing, with consistent delivery across multiple verticals simultaneously
• Build and execute sourcing strategies that generate qualified, diverse pipelines, and adapt those strategies based on funnel performance, not just instinct
• Conduct structured screens and interviews, design interview plans, and lead calibrated debriefs that result in clear, defensible hiring decisions
• Manage 20+ phone screens per week and drive 360+ outbound contacts per quarter
• Hold the bar on candidate quality, give direct and honest feedback, and avoid passing weak profiles to sidestep an uncomfortable conversation
• Maintain accurate, real-time pipeline data in Greenhouse and self-report on progress to leadership without being asked
• Track funnel metrics, identify root causes of slowdowns, and bring data-informed recommendations to stakeholder conversations
• Partner with hiring managers and business leaders as a talent advisor: shape role scoping, set expectations on candidate profiles, and influence as a subject matter expert.
• Work cross-functionally with Finance, HR, and Compensation to navigate offer approvals and headcount processes with operational integrity
• Build or improve multiple workflows, processes, or tools that create efficiency beyond your own req load

Business Recruiter

• Lead technical and business discovery to uncover pain, success metrics, and buying criteria
• Design and run technical evaluations that validate business impact early
• Co-own complex deals with AEs by collaborating on deal strategy
• Facilitate a seamless pre-sale to post-sale handoff to ensure customers hit the ground running
• Serve as both the voice of the customer and a credible GTM thought leader

Associate Sales Consultant II

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.
• Manage complex domestic and international travel for the CFO, including itineraries and accommodation.
• Handle CFO expense reporting, approvals, and administrative workflows.
• Provide focused calendar and communication support to the CEO.
• Coordinate logistics for the CFO’s board, investor, and strategic external meetings.
• Help maintain the systems that keep the Core Team aligned, accountable, and focused.

Executive Assistant, CFO, CEO

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

• 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

• 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