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Apollo.io is a leading go-to-market platform trusted by over 500,000 companies globally. The company 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. Founded in 2015, Apollo has raised ~$250M and is valued at $1.6B, backed by Sequoia Capital, Bain Capital Ventures, and others.
You will own the expansion motion for Apollo's paying customers—the in-product surfaces that convert habitual usage into revenue growth. This includes team invite and onboarding experiences that activate new seats, admin upgrade request flows, credit and plan upsells triggered by deeper usage, hand-offs to sales for qualified teams, and reporting that tracks expansion health.
You'll work within a Squad structure alongside a Product Designer, Data Science partner, Engineering Manager, and Engineers. You'll partner closely with Activation, Free-to-Paid, and Pricing & Packaging teams to ensure a cohesive monetization experience.
Key responsibilities: conduct deep customer research with paying customers, admins, and end users to understand workflows and friction; prototype rapidly using AI tools like Claude Code to validate ideas before engineering commitment; leverage AI as a daily multiplier for thinking, automation, and alignment; write clear specs and make hard tradeoffs with design and engineering partners; instrument funnels and track conversion/expansion metrics; drive cross-functional alignment across Free-to-Paid, Pricing & Packaging, Sales, Support, and other teams.
Required: 4+ years of SaaS product management experience with end-to-end ownership and demonstrated outcomes. You demonstrate high agency and strong ownership, creating clarity in ambiguous environments. You have a track record of unlocking revenue through impactful problem-solving. You exhibit strong product judgment, focusing on highest-leverage problems and making hard tradeoffs. You're a creative problem solver who sees multiple options, possess deep customer empathy, and can influence without authority while communicating clearly and building trust quickly.
