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Salary: USD 280,000 - 350,000 / annual
Apollo.io is a leading go-to-market platform trusted by over 500,000 companies globally. Founded in 2015 and valued at $1.6 billion, Apollo provides sales and marketing teams with verified contact data for 210+ million B2B contacts and 35 million companies, plus engagement and conversion tools in a unified platform.
As Director of SMB Sales, you will lead one of Apollo's largest revenue organizations, managing a team of 4-5 sales managers overseeing Account Executives and Account Managers in Austin. You'll drive revenue outcomes across the SMB segment, which represents the company's highest-volume customer base.
Key responsibilities include:
**Leadership & Team Development:** Lead, coach, and develop 4-5 sales managers; build a performance culture through goal-setting, 1:1s, and manager development; identify and close skill gaps through coaching and training; foster a collaborative, results-oriented environment with in-person team events and sales kickoffs.
**Sales Strategy & Execution:** Own revenue performance across new business and expansion; develop and iterate go-to-market strategy for SMB (territory design, segmentation, sales motion, pricing, competitive positioning); partner with Sales Ops on pipeline health, forecasting, and data-driven insights; identify emerging opportunities and adapt strategy.
**Cross-Functional Leadership:** Serve as the voice of the SMB segment across the organization, partnering with Product, Engineering, Marketing, CS, Onboarding, and Legal to remove blockers and improve customer experience; lead cross-functional initiatives; represent SMB in executive planning and company-wide go-to-market strategy.
**Performance Management & Forecasting:** Monitor and analyze team performance metrics; deliver accurate forecasts and regular business reviews to senior leadership; hold managers accountable to quota, pipeline standards, and KPIs; use data to improve sales processes and conversion rates.
You'll thrive in high ambiguity, think in systems, and build a performance culture that scales. The role requires someone who leads through ambiguity, builds rather than maintains, drives accountability at every level, thinks systemically across locations and functions, and elevates the people around you.
**Requirements:**
- Good standing in performance with consistent quota attainment in FY25, averaging above 90% of rollup quota
- 7+ years of sales experience in customer-facing sales or account management with proven track record of driving revenue growth, managing expansions, and increasing product adoption
- 3+ years of experience managing managers with demonstrated success developing front-line sales leaders
- Strong analytical skills and data-driven approach to performance management, forecasting, and decision-making
- Excellent written and verbal communication skills with ability to present to and influence senior stakeholders across technical and non-technical audiences
- Proven ability to work cross-functionally and lead through influence without direct authority
- Ability to thrive in fast-paced, high-ambiguity environment with quick adaptation and focus
