Senior Manager, Solution Consulting

Apollo.io; San Francisco (CA); On-site; USD 230,000 - 280,000; Full time

Benefits offered by this job

Equity

Bonus/Commissions

401(k)

Paid holidays

Flex PTO

Parental leave

Employee assistance program

Wellbeing benefits

Job summary

Apollo.io in San Francisco seeks a Senior Manager, Solutions Consulting to lead a high-impact SC team supporting Enterprise and Mid-Market accounts. You will shape the SC operating system, drive deal strategy, and own cross-functional implementations with Sales, Product, and Marketing to win large strategic deals.

You will personally contribute on top deals, build scalable playbooks, and mentor a team to exceed targets while maintaining Apollo’s culture of ownership and speed.

Qualifications

• 10+ years in presales with SaaS deal ownership.
• 3+ years managing a presales/solutions consulting team, building high-performing teams.
• At least 3+ years selling to Enterprise-level accounts.
• Proven experience building and scaling a presales function with hiring and coaching.
• Executive-level communication with VP/C-level stakeholders.
• Cross-functional operator across Sales, Enablement, Operations, Marketing, Product and Engineering.
• Experience with integration-heavy customer lifecycles in GTM tech stack. Familiarity with CRMs, data pipelines, APIs, webhooks and automation.
• Familiarity with AI/ML concepts applied to GTM workflows and privacy considerations in SaaS.
• Data-driven approach to managing team performance.
• Ability to influence both technical and non-technical stakeholders.

Responsibilities

• Hire, coach, and develop a team of Solutions Consultants and drive performance.
• Own career development, performance management, and succession planning for the team.
• Lead with a culture of trust, ownership, and AI-augmented ways of working.
• Represent SC values and coach day-to-day decisions.
• Develop playbooks, tooling, capacity models and coverage plans to scale the SC function.
• Set standards for discovery, demos, design, and deal strategy including AI usage.
• Lead ongoing enablement on process changes, features, and collateral.
• Analyze deal data to improve win-rate and time-to-value.
• Ensure pipeline visibility and risk assessment for leadership.

Skills

Presales leadership

Enterprise selling

Team management

Cross-functional collaboration

Executive communication

AI/ML in GTM

Data-driven

GTM strategy

CRM integration

Public speaking

Tools

CRMs

Data pipelines

APIs

Webhooks

Sales automation tools

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.

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.

Day in the life…

Leadership & Team Management

• 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.

SC Function Strategy & Deal Execution

• 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.

Cross-Functional & Cross-Department Leadership

• 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.

Mindset and Behaviors

• 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.

Minimum Qualifications

• 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 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 one.
• At least 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, not just individual deal 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 in leadership settings.
• Cross-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 functions.
• 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 an understanding of security and privacy considerations relevant to SaaS systems and integrations.
• A data-driven approach to managing team and function performance.
• Ability to communicate, present to, and influence key stakeholders across both 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.

Tier 1 Pay Range (San Francisco, New York City, Seattle)

$230,000—$280,000 USD

Tier 2 Pay Range (All other US Locations)

$230,000—$280,000 USD

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.

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 to own 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.