Senior Manager of Solution Consulting

Apollo.io; United States; Hybrid; USD 150,000 - 230,000; Full time

Benefits offered by this job

Remote & in-person roles

Flexible time off

Competitive pay

Office and learning stipend

Global healthcare coverage

Mental health and coaching support

Job summary

Apollo.io is seeking a Senior Manager, Solutions Consulting to lead and scale the SC function across Enterprise and Mid-Market accounts. You will hire, coach, and develop a high-performing team, while directly contributing to strategic deals when it matters most.

You will drive cross-functional initiatives with Sales, Product, Engineering, and Marketing to shape how Apollo wins, retains, and expands at scale, leveraging AI-augmented workflows.

Qualifications

• 3+ years of experience managing a presales/solutions consulting team.
• 10+ years in presales with a track record of owning complex SaaS deals.
• Experience selling to Enterprise-level accounts.
• Data-driven performance management for teams.
• Cross-functional collaboration with Sales, Product, Marketing, and Engineering.
• Familiarity with AI/ML in GTM workflows and security/privacy for SaaS.

Responsibilities

• Build the SC operating system with playbooks, tooling, capacity models, and enablement programs.
• Hire, coach, and develop a Solutions Consulting team, driving performance.
• Own career development, performance management, and succession planning for the team.
• Set standards for discovery, demos, technical solution design, and deal strategy.
• Run ongoing enablement on process changes, new features, and competitive collateral.
• Analyze deal and team performance to improve SC outcomes and time-to-value.

Job description

• As the Senior Manager, Solutions Consulting, you will help build the operating system that makes complex, high-stakes deal work across the Solutions Consulting (SC) function clear, accountable, and consistently delivered
• You will directly manage a team of Solutions Consultants supporting Apollo’s Enterprise and Mid-Market business, setting the standard for how the function operates across the full customer journey, while staying close enough to the field to personally contribute to the largest, most strategic accounts when it matters most
• We live “extreme ownership” at every level here and lead from the front, so you’re expected to be in the deal, not just overseeing it
• Additionally, you will work cross-functional projects across Sales, Sales Enablement, Sales Operations, Post-Sales (Onboarding & GTME), Product, Engineering, and Marketing to shape how Apollo wins, retains, and expands its most strategic accounts
• Hire, coach, and develop a team of Solutions Consultants, driving performance to exceed sales targets while providing training and development opportunities
• Own career development, performance management, and succession planning for the team
• Build a culture of trust and ownership, grounded in clear goals and continuous feedback, where AI-augmented ways of working are the norm rather than the exception
• Serve as a steward of Apollo’s culture and values on the team, actively modeling and enforcing our company values in day-to-day coaching and decision-making
• Enhance the SC operating system by building: playbooks, tooling, capacity models, coverage plans, and enablement programs that lets the SC function deliver consistent performance and cross-functional work at scale
• Set the team’s standard for discovery, demos, technical solution design, and deal strategy, including how AI is used to get there faster
• Run ongoing enablement: train the team on process changes, new product features, and competitive collateral on a recurring cadence, not just at onboarding
• Analyze deal and team performance data to identify areas for improvement in the SC motion, driving win-rate impact and faster time-to-value
• Ensure pipeline and deal-coverage visibility across the team, giving Sales and cross-functional leadership a clear, accurate view of SC engagement and risk on active deals
• Deliver OKR and QBR updates that keep leadership and cross-department stakeholders informed on SC performance, initiatives, resourcing needs, and cross-team decisions
• Serve as the voice of the customer and the GTM org in shaping GTM strategy, product roadmap priorities, and how Apollo wins and retains customers at scale
• Partner with Onboarding and GTME leadership to ensure the team’s solutions drive adoption and mitigate post-sale risk
• Drive Impact & Innovation: bring ideas, strategies, and bold thinking that shape how the SC function operates and how Apollo wins
• Build Leaders, Not Just Teams: take real ownership of your team’s growth and trajectory, not just their output
• Own Your Success and Your Team’s: maintain a sharp focus on function-level outcomes, take responsibility for results that missed the mark, and continuously push the team to improve
• Thrive in a High-Performing, Cross-Functional Environment: be your authentic self while driving alignment across GTM, Product, and Marketing

Benefits

• Remote & in-person roles: Work from wherever you thrive, with all the tools and support you need to be successful.
• Flexible time off: We don’t count vacation days. When you need a break, take it — no strings attached.
• Competitive pay: We offer strong salaries, performance bonuses, and equity opportunities for most roles.
• Office and learning stipend: Get support for your growth with stipends for books, courses, and home office setup.
• Global healthcare coverage: Medical, dental, and vision benefits are available in the US, Canada, India, and other supported countries.
• Mental health and coaching support: Access professional coaching and mental health resources for you and your dependents.

3+ years of experience formally managing a presales/solutions consulting team, with a proven record of building a high-performing team - including 0 to 1 experience building a team from the ground up, not just leading an existing oneAt least 3+ years of demonstrated experience selling to Enterprise-level accountsA data-driven approach to managing team and function performanceExperience with integration-heavy customer lifecycles within the GTM tech stack ecosystem. Fluency with CRMs, data pipelines, APIs, webhooks, and sales/marketing automation toolsDemonstrated ability to build repeatable operating systems (playbooks, capacity models, coverage plans) that improve team-level outcomes, not just individual deal outcomesCross-functional and cross-department operator: proven ability to represent SC’s needs and priorities to Sales, Sales Enablement, Sales Operations, Post-Sales (Onboarding & GTME), Marketing, Product, and Engineering leadership, and to drive alignment on decisions that span multiple functionsExecutive-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 in leadership settingsProven experience building and scaling a presales function: hiring, coaching, performance management, and succession planning10+ 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 environmentFamiliarity with AI/ML concepts as applied to GTM workflows, and an understanding of security and privacy considerations relevant to SaaS systems and integrationsAbility to communicate, present to, and influence key stakeholders across both technical and non-technical rolesPast experience at a fast-growing PLG or hybrid go-to-market SaaS companyExperience 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