As an Account Manager within our SMB segment (1 to 200 employees), you will drive expansion revenue and retention across a book of business (~300 accounts) with Apollo’s largest customer segment: small businesses. You will be responsible for managing and growing relationships with our existing customers. Your primary focus will be ensuring customers achieve their desired outcomes with our platform, maximizing account value, and identifying expansion opportunities. You will work closely with Customer Success, Support, Onboarding and Product teams to deliver a seamless customer experience. This is a hybrid role, three days in office. 

Day in the life…

Pipeline & Sales Process Execution 

• 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.

Sales Strategy & Deal Management

• 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.

Mindset and Behaviors 

• Bring your thinking, strategies, and ideas to advance our company’s values, unique culture, and vision for the future.
• Engage as your unique self in a diverse, inclusive and high-performing team
• Thrive in a competitive environment, embracing challenges, enjoying objection handling, and using setbacks as fuel to improve and win.
• Have a positive outlook, a strong ability to take responsibility for successes and failures, and a relentless drive to keep improving.
• Maintain a sharp focus on your goals and a belief that your daily, weekly and monthly activities will help achieve them
• Possess a competitive spark, a hunger to win, and a determination to outperform in a fast-paced, high-stakes environment.
• Be a self-starter who proactively identifies opportunities, takes initiative, and stays motivated in the face of multiple objections and “no’s.”
• Embody a team selling approach. Proactively engaging with leadership to support selling. 

Qualifications

• Have at least 1 year of experience owning a large book of existing accounts (~500+ accounts) within the SMB segment (<200 employees), working majority expansion opportunities and owning retention. (SaaS experience is a plus)
• Top performer in your current role. 
• Proven track record of consistently meeting targets, min of 3 trailing quarters
• Experience using strong consultative selling skills & sales process in their day to day.
• Ability to communicate, present to, and influence key stakeholders across both technical and non-technical roles.
• Adaptable with the ability to pick up new technologies, assess situations quickly, and find smarter ways to achieve goals.
• Coachable— loves to learn, receive feedback, and improve their skills.
• Must be willing to be in office 3 days per week

Apollo.io is hiring a Solutions Consultant II to be a trusted technical and strategic advisor across the full customer lifecycle—driving complex, high-stakes deals forward, accelerating time-to-value, and influencing long-term business outcomes. They are not only experts in solution architecture, but also serve as player-coaches who scale the impact of the SC function through mentorship, strategic influence, and reusable assets.

You will partner with AEs and AMs, Sales Leadership, Customer Success, Product, and Engineering to architect end-to-end solutions—from discovery through onboarding and expansion. You will also help scale the Solution Consulting team by building reusable assets, documenting best practices, and mentoring peers.

What You’ll Do

• Discovery & Value Selling – Lead technical and business discovery to uncover pain, success metrics, and buying criteria. Align Apollo to ROI, operational efficiency, and revenue impact through tailored narratives and demos, presenting confidently to technical and non-technical audiences.
  
  

• Sales Partnership – Co-own complex deals with AEs, influencing stakeholders, navigating buying committees, and mitigating evaluation risk through multi-threading.
  
  

• POC & Trial Execution – Design and run POC-based trials that validate impact early, define success metrics, and accelerate decision-making. Bridge pre-sale and post-sale to ensure smooth onboarding and expansion readiness.
  
  

• Technical Discovery & Solution Design – Engage technical stakeholders to design scalable, secure integrations. Produce system diagrams, data flows, and architecture that align with buyer objectives. Leverage REST APIs, CRM/marketing automation, and tools like Zapier to integrate Apollo into the GTM stack, decreasing customers’ time-to-value and long-term scalability.
  
  
• Tooling & Product Strategy – Service as the voice of the customer advising on GTM stack optimization and bring actionable feedback from the field to influence product roadmap priorities, GTM strategy, and customer experience.
  
  

• Full-funnel Solution Management – Co-create solutions that drive adoption, manage process change, and work closely with Onboarding and CS teams to mitigate post-sale risk to value realization.
  
  

• Mentorship & Enablement – Coach peers on discovery, demos, and technical strategy; contribute to internal enablement sessions. Build playbooks, demo environments, templates, and competitive resources that accelerate the entire team.

 What We’re Looking For

 Required

• 6+ years in Solution Consulting, Sales Engineering, or Technical Success, with at least 1 year in GTM tech experience and a track record of influencing complex, high-stakes SaaS deals.
  
  
• Proven ability to lead technical validation with a consultative approach that reduces evaluation risk and accelerates sales velocity for strategic accounts.
  
  
• Background in integration-heavy customer lifecycles, especially in RevOps and sales tech stack. Understanding of REST APIs, CRMs, data pipelines, and sales/marketing automation tools, with the ability to design scalable, integration-rich solutions.
  
  
• Executive-level communication skills — able to present credibly to VP- and C-level stakeholders while adapting technical depth to the audience.
  
  
• Cross-functional operator — partners effectively with Sales, Onboarding, CS, Product, and Engineering to deliver measurable customer outcomes.
  
  
• Comfortable leveraging AI-native GTM tools in daily workflows to enhance discovery, solution design, and customer enablement.
  
  
• Experience maximizing post-sale GTM tech impact — architecting adoption, enablement, and expansion strategies that help revenue teams realize the full value of their technology investments and drive measurable pipeline or retention gains.
  
  

 Nice to Have

• Past experience at a fast-growing PLG or dual-motion SaaS company.
  
  
• Proven success as a player-coach — mentoring peers, contributing scalable assets, and elevating team performance.
  
  
• Recognized as a thought leader in sales technology, marketing automation, efficiency leveraging AI or RevOps best practices

Location: United Kingdom (Hybrid – London preferred)
Experience: 2–4+ years in SaaS Onboarding, Implementation, or Sales Engineering, Solutions Architecture, Technical Project Management

Drive Value Realisation for Apollo’s UK Customers

Apollo.io is scaling rapidly across EMEA, and our sales-led SMB and Mid-Market customers require structured, high-touch onboarding to activate quickly and realise value from our platform.

We’re looking for a High-Touch Onboarding Manager (Individual Contributor) to own the onboarding journey for a portfolio of UK customers acquired through Sales. In this role, you will guide customers through structured onboarding programmes, align activation to their specific commercial objectives, and ensure meaningful, long-term adoption.

This is a high-ownership, customer-facing role suited to someone who thrives in fast-paced SaaS environments, enjoys solving complex customer challenges, and takes pride in delivering measurable outcomes.

What You’ll Do:

Own High-Touch Customer Onboarding

• Lead 3–6 structured onboarding sessions per customer.
  
  
• Manage a portfolio of 15–25 active onboarding accounts simultaneously.
  
  
• Conduct 15–20 customer meetings per week.
  
  
• Deliver structured, solution-oriented follow-ups with clear next steps and ownership.
  
  
• Maintain onboarding momentum and accountability across multiple stakeholders.
  
  
• Partner closely with Sales and Account Managers to ensure seamless handovers.
  
  

Your ability to manage concurrent onboarding journeys efficiently and professionally will directly impact customer satisfaction and retention.

Drive Goal-Led Activation

Activation is not feature-led — it is outcome-led.

You will:

• Analyse sales handover documentation to understand customer objectives.
  
  
• Conduct pre-session research to understand each customer’s go-to-market motion.
  
  
• Align onboarding sessions to their specific jobs-to-be-done.
  
  
• Prioritise workflows that drive measurable commercial impact (prospecting, account expansion, recruiting, etc.).
  
  
• Realign expectations where necessary while preserving trust and forward momentum.
  
  

Success in this role is measured by meaningful adoption and value realisation — not feature walkthroughs.

Navigate Cross-Functional Environments

• Collaborate with Sales, Product, Engineering, GTM Engineering, and Support to remove blockers.
  
  
• Handle escalations calmly and professionally.
  
  
• Document progress, milestones, and activation outcomes clearly.
  
  
• Continuously refine onboarding quality and delivery.
  
  

You’ll operate in a dynamic environment where priorities shift — maintaining structure, clarity, and professionalism is essential.

What Success Looks Like:

• Customers activate core workflows quickly and confidently.
  
  
• CSAT consistently ≥ 90%.
  
  
• Strong portfolio management with no dropped accounts or missed follow-ups.
  
  
• Reduced onboarding friction through proactive cross-functional coordination.
  
  
• Clear alignment between onboarding outcomes and customer commercial goals.
  
  

What We’re Looking For:

• Experience: 2–4+ years in SaaS OnboardingImplementation, or Sales Engineering, Solutions Architecture, Technical Project Management
  
  
• Hands-on experience with GTM tech stacks is required — including CRM platforms, sales engagement/sequencing tools, and email deliverability infrastructure (SPF/DKIM/DMARC, sending domains).
• Experience running structured onboarding programmes (multi-session journeys).
  
  
• Strong consultative communication skills with executive-level confidence.
  
  
• Proven ability to manage multiple customers simultaneously without sacrificing quality.
  
  
• Excellent organisational skills and follow-through.
  
  
• Comfortable handling difficult customer conversations and expectation resets.
  
  
• Native or fluent English.
  
  

Based in the UK and comfortable operating in a hybrid working environment (London preferred).

We're looking for an experienced GTM Engineer to own Apollo's most strategic customer relationships. This is a rare blend of enterprise account strategist, AI-native systems builder, and trusted executive advisor — someone who can operate at the C-suite level as naturally as they can architect a signal-based outbound campaign.

The GTM Engineer is Apollo's answer to the CSM: a success architect who designs and deploys customer interventions that drive adoption, credit consumption, and revenue growth. On the Mid-Market team, you're not just managing accounts — you're navigating complex organizations, building relationships across multiple stakeholder layers, and ensuring that every buying persona from RevOps to the CRO is aligned on value.

What You'll Do

• Own customer outcomes post-sale: GRR (>95%), NRR, product adoption, and credit consumption growth across a portfolio of Apollo's highest-value accounts.
• Multithread across complex organizations: Build and maintain active relationships with 3+ stakeholders per account — spanning RevOps, Sales Leadership, Marketing, and the C-suite — to drive alignment on GTM strategy and expansion outcomes.
• Configure Apollo to power AI-driven workflows: ICP definition, signal-based sequencing, messaging architecture, and campaign design tailored to each account's unique GTM motion.
• Turn usage data into expansion: Use product telemetry and behavioral signals to identify and execute upsell, seat expansion, and credit consumption opportunities before customers ask for them.
• Advise executives on GTM strategy: Present credibly to VP- and C-level stakeholders, proving ROI with measurable lift and influencing how your accounts think about their entire go-to-market motion and tech stack.
• Protect and grow your book: Identify and mitigate churn risk early by ensuring your accounts are never single-threaded and value is visible across the organization.

Who You Are

• 6+ years in Solution Engineering, GTM consulting, Customer Success, RevOps, Growth, or Sales Development — with a clear track record of influencing complex, multi-stakeholder accounts.
• A natural multi-threader: You've successfully expanded relationships beyond a single champion inside enterprise accounts. You know how to get a VP of Sales and a Head of RevOps aligned without being in the same room.
• AI-native: You're currently designing GTM campaigns, workflows, and systems agentically. MCP isn't a buzzword to you — it's how you work.
• Analytically fluent: You speak in signals, segments, and pipeline impact. ICP, TAM, SAM, and attribution models are core to how you think.
• Executive-ready: You present confidently to C-suite stakeholders, adapt your message to the audience, and can hold a strategic business conversation as easily as a technical one.
• Customer-obsessed: You build lasting relationships and raving fans. Your accounts don't churn because they don't want to leave.

Success Looks Like

• Retention >95% across your Mid-Market book
• Consistent credit consumption uplift (10%+ NRR)
• Seat expansion and CSQL generation
• Executive-level relationships maintained across every Mid-Market account