Apollo.io - Senior Solutions Consultant (Presales)
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Requirements
• 8+ years in presales (Solution Consulting, Sales Engineering, or Technical Success) with a track record of owning and influencing complex, high-stakes SaaS deals in a GTM technology environment. • 8+ years • At least 4+ years of demonstrated experience selling to Enterprise-level accounts. • 4+ years • Proven ability to lead technical solution validation with a consultative, customer-obsessed approach: Live our be customer obsessed value by deeply understanding each strategic account's goals to reduce evaluation risk, accelerate sales velocity, and put customer success at the center of every engagement. • Proven ability to lead technical solution validation with a consultative, customer-obsessed approach: • be customer obsessed • Experience with integration-heavy customer lifecycles within the sales tech stack ecosystem. Fluency with REST APIs, CRMs, data pipelines, and sales/marketing automation tools, with the ability to design scalable, integration-rich solutions. • Experience with integration-heavy customer lifecycles • Fluency with REST APIs, CRMs, data pipelines, and sales/marketing automation tools • Executive-level communication skills: able to present credibly to VP- and C-level stakeholders by leveraging storytelling skills while adapting technical depth to the audience. • Cross-functional Operator: proven ability to partner effectively with Sales, Customer-Onboarding, Success, Marketing, Product and Engineering to deliver measurable customer outcomes and live our be “all for one” value. • Cross-functional Operator • be “all for one” • AI-Native Mentality: You have a demonstrated track record of taking extreme ownership, by embracing AI technology not as a nice-to-have but as a core part of how you work, backed by a builder’s mindset for applying AI in innovative ways to work smarter and solve problems faster. • AI-Native Mentality: • taking extreme ownership • Past experience at a fast-growing PLG or hybrid go-to-market SaaS company. • fast-growing PLG or hybrid go-to-market • Proven success as a player-coach: mentoring peers across both presales and cross-functional teams, contributing scalable assets, and elevating team performance. • Proven success as a player-coach • Recognized as a thought leader in sales technology, marketing automation, leveraging AI, or with RevOps best practices. • thought leader • 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. • Tier 1 Pay Range (San Francisco, New York City, Seattle) • $185,000—$205,000 USD • Tier 2 Pay Range (All other US Locations) • 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
• Discovery & Value Selling – Lead technical and business discovery to uncover pain, success metrics, and buying criteria. Align Apollo’s platform to ROI, operational efficiency, and revenue impact through tailored narratives and demos, presenting confidently to technical and non-technical executive audiences. • Discovery & Value Selling • Sales Partnership – Co-own complex deals with AEs by collaborating on deal strategy with a strong, informed point of view to influence stakeholders, navigate buying committees, and mitigate evaluation risk through deep cross-functional engagement. • Sales Partnership • POC & Trial Execution – Design and run POC-based trials that validate business impact early, identify leading indicator success metrics, and accelerate decision-making. Facilitate the pre-sale to post-sale handoff to ensure smooth onboarding and expansion readiness for our customers. • POC & Trial Execution – • Technical Discovery & Solution Design – Engage technical stakeholders to design scalable, secure integrations. Produce system diagrams, data flows, and architecture recommendations that align with buyer objectives. Leverage REST APIs, CRM/marketing automation, and tools like Zapier or Workato to integrate Apollo into the GTM stack, decreasing customer time-to-value and long-term scalability. • Technical Discovery & Solution Design – • Product Strategy – Serve as the voice of the customer, advising on go-to-market solution optimization and surfacing actionable feedback from the field to influence product roadmap priorities, GTM strategy, and how Apollo wins and retains customers. • Product Strategy • Full-funnel Solution Management & Tooling – Co-create solutions that drive adoption, manage process change, and work closely with Onboarding and Success teams to mitigate post-sale risk and ensure customers achieve measurable value. • Full-funnel Solution Management & Tooling • Mentorship & Enablement – Coach peers on discovery, demos, and technical and solution strategy – while contributing to internal enablement sessions, building playbooks, demo environments, and competitive resources that elevate team performance and accelerate deals. • Mentorship & Enablement • 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.
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