Hybrid Senior Manager – GTM Engineering, Success

at Apollo.io

• Job title: Senior Manager – GTM Engineering, Success
• Job type: Full Time
• Experience level: Senior
• Salary: Not specified
• Degree requirement: No Education Requirement
• Tech skills: Apollo
• Location requirements: Hybrid, Austin, United States

About the role

• Head of Solution Consulting managing solution teams and leading strategy at Apollo.io. Driving cross-functional collaboration to enhance customer success and revenue growth.

Responsibilities

• Drive SC support on AE and AM discoveries, help with demo tailoring, review technical approaches or solutions, oversee trials, and manage sales handoffs to post-sales teams.
• Manage SC involvement on technical CSM requests for CRM configurations, API integrations, partner integrations, Apollo Workflows, and product configuration guidance.
• Influence and collaborate on cross-functional solution designs, implementation feasibility, and migration or integration planning.
• Serve as a trusted escalation advisor to prospects and customers across sales and customer success.
• Ensure tight enablement between SCs and cross-functional GTM teams.
• Own and evolve the solution consulting vision across the customer lifecycle—from evaluation to value realization.
• Manage and grow a team of pre- and post-sale solution consultants across regions and segments.
• Collaborate with Apollo’s enablement team to build training programs to facilitate continuous learning and to scale impact.
• Partner with Sales and Customer leadership to forecast SC capacity and assign coverage intelligently.
• Develop a career path for SCs, progressing from IC to team leads and specialized roles.
• Design and manage KPI incentive programs and compensation models.
• Drive adoption of data-driven processes, solution selling, technical win validation, client hand-off processes, and value delivery frameworks.
• Standardize processes across GTM teams and market tiers.
• Push the boundaries of demo solutions, inspire the discovery of WOW moments, improve technical documentation, and build integration playbooks.
• Establish a strategic relationship with Product and Engineering by aggregating and presenting on solution gaps, customer friction points, and GTM team prioritizations.
• Own SC-level metrics for deal acceleration, Trial management, sales velocity, deal impact, and expansion enablement.

Requirements

• 7–10+ years in solution consulting, sales engineering, solution architecture, or related SaaS roles
• 3+ years managing high-performing GTM or solution teams (player-coach experience preferred)
• Proven experience working across pre-sales (discovery, trials, demo strategy) and post-sales (onboarding, enablement, professional services)
• Fluency in CRMs, marketing automation, APIs, and GTM data integrations or data pipelines
• Strong written and verbal communication; executive presence required
• Operationally excellent: drives process improvement, tooling rigor, and documentation habits

Benefits

• Apollo Stock Options
• Remote Work
• Fully Covered Healthcare (PPO, HDHP, HMO)
• Dental & Vision
• Maternity Benefits
• Life/Disability
• 401K Plan
• Mental Health and EAP Assistance
• Office Equipment Allowance
• Travel Insurance