Apollo.io - Senior Sales Operations Manager (BDR)

Remote - Canada5mo ago

Remote Senior NA BDR Account Manager Performance Management Apollo Business Development B2B Team Management

Requirements

• 7-10 years working in a Sales Operations or related-Revenue Operations role • BDR & Sales Development Expertise: Deep experience partnering with Sales Development or Business Development teams in high-growth B2B environments. Strong understanding of outbound motions, capacity planning, territory design, quota setting, and performance management for BDR teams. • BDR & Sales Development Expertise: • Integrated Sales & Marketing Operations: Proven experience designing and operating integrated sales and marketing motions, including ABM, Demand Generation, and MQL/PQL frameworks. Ability to align stakeholders across Marketing, Sales, and RevOps around shared goals, definitions, and success metrics. • Integrated Sales & Marketing Operations: • Sales Technology & Apollo Expertise: Hands-on experience with Apollo.io or similar AI-enabled sales engagement platforms (e.g., Outreach, Salesloft). Ability to leverage automation, data enrichment, scoring, and AI-driven insights to drive productivity and smarter prioritization. • Sales Technology & Apollo Expertise: • Analytical Rigor & Funnel Optimization: Exceptional ability to uncover root causes of productivity and performance issues using data. Experience launching and leading large, cross-functional projects that improve outbound funnel efficiency and conversion rates. • Analytical Rigor & Funnel Optimization: • Enablement Through Simplicity: Strong communicator who can distill complex insights into clear narratives, dashboards, and playbooks. Demonstrated ability to quickly enable and empower junior sales representatives through practical, easy-to-adopt frameworks. • Enablement Through Simplicity: • Senior-Level Leadership & Influence: Exercises strong ownership and judgment when navigating ambiguous, open-ended problems. Influences roadmaps and priorities across multiple teams to drive group-wide impact. Acts as a role model at Apollo—mentoring others, contributing to hiring, and promoting a culture of collaboration, experimentation, and psychological safety. • Senior-Level Leadership & Influence: • 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.

Responsibilities

• Key Outcomes: Success in this role will be measured by your ability to: • Key Outcomes • Scale Apollo’s BDR program by 3x: Design and execute the operating model, capacity planning, tooling, and process changes required to sustainably triple BDR output while maintaining or improving quality and efficiency. • Scale Apollo’s BDR program by 3x: • Forecast BDR-sourced pipeline within ±5% accuracy: Build a trusted, data-driven forecasting framework that enables leadership to accurately predict BDR-sourced pipeline and revenue contribution across quarters. • Forecast BDR-sourced pipeline within ±5% accuracy: • Meaningfully improve outbound funnel conversion rates: Identify bottlenecks across the outbound motion (targeting, sequencing, messaging, activity mix, handoffs) and lead cross-functional initiatives that drive step-function improvements in conversion and productivity. • Meaningfully improve outbound funnel conversion rates: • Deliver a tightly integrated sales & marketing motion: Operationalize Account-Based Marketing (ABM), Demand Generation, and MQL/PQL processes so BDRs are focused on the highest-intent opportunities and can act quickly on marketing signals. • Deliver a tightly integrated sales & marketing motion: • Enable faster ramp and sustained productivity for BDRs: Distill complex data, processes, and insights into simple, actionable frameworks that empower junior reps to ramp faster, self-diagnose issues, and consistently hit performance benchmarks. • Enable faster ramp and sustained productivity for BDRs: • all for one • bold ideas and courageous action • 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. • Learn more here!

Benefits

• 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. • take extreme ownership • move with focus and urgency • learn voraciously • 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.