Senior Solutions Consultant (Presales)

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. At Apollo, Senior Solutions Consultants don't just support deals, they shape them. This role sits at the intersection of revenue, product, and the customer, directly influencing how Apollo wins, retains, and expands its most strategic accounts. As a trusted technical and strategic advisor across the full customer lifecycle, this person drives complex, high-stakes deals forward, accelerates time-to-value, and influences long-term business outcomes for our customers. This person is not only an expert in solution architecture, but they also serve as player-coach who scales the impact of the SC function through mentorship, strategic influence, and repeatable playbooks and tools. You will partner with AEs and AMs, Sales Leadership, Customer Success, Marketing, Product, and Engineering to architect end-to-end solutions, from discovery through customer onboarding and expansion. You will also help scale the Solution Consulting team by building repeatable playbooks and tools, documenting best practices, and mentoring peers. What You’ll Do 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. 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. 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. 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. 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. 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. 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. What We’re Looking For 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. At least 4+ years of demonstrated experience selling to Enterprise-level accounts. 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. 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. 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. 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. Nice to Have Past experience at a fast-growing PLG or hybrid go-to-market SaaS company. Proven success as a player-coach : mentoring peers across both presales and cross-functional teams, contributing scalable assets, and elevating team performance. Recognized as a thought leader in sales technology, marketing automation, leveraging AI, or with RevOps best practices. 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) $185,000 — $205,000 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. 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. Learn more here!