Manager, Business Development (Austin)

Apollo.io; Austin (TX); On-site; USD 170,000 - 212,000; Full time

Benefits offered by this job

Equity

401(k) Plan

10+ paid holidays per year

Flex PTO

Parental leave

Employee assistance program

Wellbeing benefits

Global travel coverage

Life/AD&D/STD/LTD insurance

FSA/HSA and medical, dental, andVision

Job summary

Apollo.io is seeking a hands-on BDR Manager to lead outbound sales development; you’ll coach reps, dive into calls, and unblock deals in real time.

Your goal is to build confident BDRs, hit pipeline targets, and create a repeatable outbound motion that works across channels. You’ll lead, mentor, and scale a high-velocity team while partnering with Sales Managers on ICP and quality.

Qualifications

• 4+ years in Sales Development or Revenue roles with at least 2+ years in leadership.
• Proven ability to coach reps to meet or exceed quota in a high-growth environment.
• Strong outbound prospecting fundamentals and data-informed coaching.
• Experience using outbound tools like Apollo, Outreach, or Salesloft.

Responsibilities

• Directly manage a team of BDRs with ownership of daily activity, meetings booked, and pipeline created.
• Coach reps through live call reviews, role plays, deal strategy, and outbound messaging.
• Run weekly 1:1s, team meetings, pipeline reviews, and performance coaching sessions.
• Help reps prioritize accounts, personalize outreach, and execute effective multi-channel prospecting.
• Be hands-on with outbound motions across phone, email, social.
• Support onboarding and ramp for new hires, ensuring reps are productive fast.
• Partner closely with Sales Managers to align on ICP, handoffs, and opportunity quality.
• Track team performance and quickly course-correct when activity or conversions dip.
• Hire, develop, and retain top BDR talent.
• Create a high-accountability, high-energy culture focused on growth and results.

Skills

Leadership

Coaching & Development

Outbound Prospecting

Data-driven Coaching

Communication

Tools

Apollo.io

Outreach

Salesloft

LinkedIn Sales Navigator

Job description

Apollo.io is the leading go-to-market solution for revenue teams, trusted by over 500,000 companies and millions of users globally, from rapidly growing startups to some of the world’s largest enterprises. Founded in 2015, the company is one of the fastest growing companies in SaaS, raising approximately $250 million to date and valued at $1.6 billion. Apollo.io provides sales and marketing teams with easy access to verified contact data for over 210 million B2B contacts and 35 million companies worldwide, along with tools to engage and convert these contacts in one unified platform. By helping revenue professionals find the most accurate contact information and automating the outreach process, Apollo.io turns prospects into customers.Apollo raised a series D in 2023 and is backed by top-tier investors, including Sequoia Capital, Bain Capital Ventures, and more, and counts the former President and COO of Hubspot, JD Sherman, among its board members.

About the Role

We’re looking for a hands-on BDR Manager to lead our outbound sales development team and drive real pipeline impact. This is a true frontline role. You’ll be in the trenches daily coaching reps, jumping into calls, reviewing workflows, and helping unblock deals in real time.

Your goal is to build confident BDRs, hit pipeline targets, and create a repeatable outbound motion that works.

Key Responsibilities

• Directly manage a team of BDRs with ownership of daily activity, meetings booked, and pipeline created
• Coach reps through live call reviews, role plays, deal strategy, and outbound messaging
• Run weekly 1:1s, team meetings, pipeline reviews, and performance coaching sessions
• Help reps prioritize accounts, personalize outreach, and execute effective multi-channel prospecting
• Be hands-on with outbound motions across phone, email, social
• Support onboarding and ramp for new hires, ensuring reps are productive fast
• Partner closely with Sales Managers to align on ICP, handoffs, and opportunity quality
• Track team performance and quickly course-correct when activity or conversions dip
• Hire, develop, and retain top BDR talent
• Create a high-accountability, high-energy culture focused on growth and results

Requirements

• 4+ years of experience in Sales Development or Revenue roles, with at least 2+ years in a leadership position
• Proven experience coaching individual contributors to quota in a high-growth environment
• Strong outbound fundamentals, you know what good prospecting looks like because you’ve done it
• Comfortable running call coaching, deal strategy sessions, and activity reviews
• Data-informed but people-first, you use metrics to coach
• Experience with outbound tools like Apollo, Outreach, Salesloft, LinkedIn Sales Navigator, etc.
• Clear communicator who can give direct feedback and motivate reps through challenges
• High energy, resilient, and passionate about developing early-career sales talent

The listed Pay Range reflects the total cash compensation inclusive of annual base salary and annual bonus as applicable. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonus target and annual base salary for the role. This salary range may be inclusive of several career levels at Apollo and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location. Applicants interested in this role who are not located in the US may request the annual salary range for their location during the interview process.

Additional benefits for this role may include: equity; company bonus or sales commissions/bonuses; 401(k) plan; at least 10 paid holidays per year, flex PTO, and parental leave; employee assistance program and wellbeing benefits; global travel coverage; life/AD&D/STD/LTD insurance; FSA/HSA and medical, dental, and vision benefits.

Annual Pay Range

$169,900 - $212,000 USD

We are AI Native

Apollo.io is an AI-native company built on a culture of continuous improvement. We’re on the front lines of driving productivity for our customers—and we expect the same mindset from our team. If you’re energized by finding smarter, faster ways to get things done using AI and automation, you’ll thrive here.

Why You’ll Love Working at Apollo

At Apollo, we’re driven by a shared mission: to help our customers unlock their full revenue potential. That’s why we take extreme ownership of our work, move with focus and urgency, and learn voraciously to stay ahead.

We invest deeply in your growth, ensuring you have the resources, support, and autonomy toown your role and make a real impact. Collaboration is at our core—we’re all for one, meaning you’ll have a team across departments ready to help you succeed. We encourage bold ideas and courageous action, giving you the freedom to experiment, take smart risks, and drive big wins.

If you’re looking for a place where your work matters, where you can push boundaries, and where your career can thrive—Apollo is the place for you.

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey.Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiringprocess or thereafter. Any information that you do provide will be recorded and maintained in aconfidential file.

As set forth in Apollo.io’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection.As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measurethe effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categoriesis as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran’s discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.