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Salary: USD 230,000 - 280,000 / annual
Apollo.io is a leading go-to-market platform trusted by over 500,000 companies globally. Founded in 2015, the company has raised approximately $250 million and is valued at $1.6 billion. Apollo provides sales and marketing teams with verified contact data for over 210 million B2B contacts and 35 million companies, along with tools to engage and convert prospects in a unified platform.
As Senior Manager, Solution Consulting, you will lead the operating system that makes complex, high-stakes deal work across the Solutions Consulting function clear, accountable, and consistently delivered. You will directly manage a team of Solutions Consultants supporting Apollo's Enterprise and Mid-Market business, setting standards for how the function operates across the full customer journey. You are expected to lead from the front—staying close enough to personally contribute to the largest, most strategic accounts when it matters most.
Key responsibilities include:
**Leadership & Team Management:** Hire, coach, and develop Solutions Consultants, driving performance to exceed sales targets. Own career development, performance management, and succession planning. Build a culture of trust and ownership grounded in clear goals and continuous feedback, where AI-augmented ways of working are the norm.
**SC Function Strategy & Deal Execution:** Enhance the SC operating system by building playbooks, tooling, capacity models, coverage plans, and enablement programs. Set the team's standard for discovery, demos, technical solution design, and deal strategy. Run ongoing enablement on process changes, new product features, and competitive collateral. Analyze deal and team performance data to identify improvements. Ensure pipeline and deal-coverage visibility across the team.
**Cross-Functional Leadership:** Deliver OKR and QBR updates to leadership and cross-department stakeholders. Serve as the voice of the customer and GTM organization in shaping strategy, product roadmap priorities, and how Apollo wins and retains customers. Partner with Onboarding and GTME leadership to ensure solutions drive adoption and mitigate post-sale risk.
**Mindset:** Drive impact and innovation, build leaders not just teams, own success and accountability, and thrive in a high-performing cross-functional environment.
**Requirements:**
- 10+ years in presales (Solution Consulting, Sales Engineering, or Forward Deployed Engineering) with a track record of owning and influencing complex, high-stakes SaaS deals in a GTM technology environment
- 3+ years of formal experience managing a presales/solutions consulting team, with proven record of building high-performing teams, including 0-to-1 experience building a team from the ground up
- 3+ years of demonstrated experience selling to Enterprise-level accounts
- Proven experience building and scaling a presales function: hiring, coaching, performance management, and succession planning
- Demonstrated ability to build repeatable operating systems (playbooks, capacity models, coverage plans) that improve team-level outcomes
- Executive-level communication skills: able to present credibly to VP and C-level stakeholders, both as a personal contributor on strategic deals and as a representative of the SC function
- Cross-functional and cross-department operator: proven ability to represent SC's needs to Sales, Sales Enablement, Sales Operations, Post-Sales, Marketing, Product, and Engineering leadership
- Experience with integration-heavy customer lifecycles within the GTM tech stack ecosystem; fluency with CRMs, data pipelines, APIs, webhooks, and sales/marketing automation tools
- Familiarity with AI/ML concepts as applied to GTM workflows, and understanding of security and privacy considerations relevant to SaaS systems and integrations
- Data-driven approach to managing team and function performance
- Ability to communicate, present to, and influence key stakeholders across technical and non-technical roles
**Nice to Have:**
- Past experience at a fast-growing PLG or hybrid go-to-market SaaS company
- Experience managing a team through significant growth or organizational change (e.g., segment realignment, new product motion)
- Recognized as a thought leader in sales technology, marketing automation, AI-augmented GTM practices, or RevOps best practices
