Apollo.io - Lead Product Marketing Manager
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Requirements
• 7+ years of B2B SaaS experience in either a direct PMM role, enablement, sales, or customer success role. • Experience supporting upmarket, mid-market, or enterprise GTM motions — you understand how larger deals are won and what sellers need at each stage • Comfort and credibility with sellers and CSMs — you've sat in on customer calls, joined QBRs, and earned the field's trust as a go-to resource • Sharp competitive instincts and the ability to translate product depth into clear, confident messaging that helps reps differentiate • Excellent writing and storytelling — you can take a dense product capability and turn it into a one-pager a rep can pitch in five minutes • Analytical mindset — you connect content usage, deal outcomes, and customer feedback into a clear point of view on what's working • Ownership mentality, bias for action, and comfort operating in a fast-paced environment with shifting priorities • AI savvy is a must. You should have experience using AI tools to scale your work. • Experience marketing to sales, RevOps, or GTM personas — you've sold to the people we sell to • Familiarity with sales tech, revenue tech, B2B data, or outbound prospecting tools • 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) • $211,600—$264,500 USD • Tier 2 Pay Range (All other US Locations) • $184,000—$230,000 USD • Pay Transparency Range • $142,400—$204,700 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.
Responsibilities
• Own enablement strategy across the sales cycle. Partner with Sales, Sales Enablement, and Post-Sales leaders to identify enablement gaps across every stage — from discovery and demo through onboarding, adoption, and expansion — and build the content, collateral, and programs that close them. • Own enablement strategy across the sales cycle. • Be the PMM closest to upmarket deals. Embed with AEs, SEs, and CSMs working mid-market and enterprise accounts. Listen to or join customer calls, review lost-deal analyses, and synthesize what you hear into sharper positioning, battle cards, and rep guidance tailored to upmarket buyer dynamics. • Be the PMM closest to upmarket deals. • Build the collateral library that sellers actually pull from. Own the full stack of customer-facing assets for upmarket solution selling — one-pagers, pitch decks, demo scripts, ROI tools, FAQs, and more. • Build the collateral library that sellers actually pull from. • Lead competitive and category positioning for upmarket motions. Develop messaging and proof points that differentiate Apollo against the incumbents enterprise buyers compare us to, and arm reps with the talking points and content they need to win those conversations. • Lead competitive and category positioning for upmarket motions. • Drive Post-Sales enablement and expansion plays. Partner with Customer Success and Account Management to build the materials that drive adoption, justify renewal, and unlock expansion — including QBR templates, value-realization frameworks, and use case playbooks mapped to customer maturity. • Drive Post-Sales enablement and expansion plays. • Translate product launches into rep-ready moments. Partner with PMMs responsible for each product line to build launch content for upmarket readiness. Go beyond the announcement: define the sales narrative for upmarket, build the demo flow, and partner with sales to measure whether reps are actually pitching and closing on the new capability. • Translate product launches into rep-ready moments. • Run a tight feedback loop with the field. Establish standing rituals — rep office hours, win/loss debriefs, deal reviews, CSM syncs — that surface what's working, what's broken, and what to build next. Bring those insights back to PMM and PM to influence the roadmap. • Run a tight feedback loop with the field. • Operate as a strategic partner, not an order-taker. Develop a strong POV on where Sales and Post-Sales most need PMM investment, prioritize ruthlessly, and push back constructively when requests don't ladder up to revenue impact. • Operate as a strategic partner, not an order-taker. • 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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