Head of Solutions Consulting, Apollo.io

• 7–10+ years in solution consulting, sales engineering, solution architecture, or related SaaS roles
• 3+ years managing high-performing GTM or solution teams (player-coach experience preferred)
• Proven experience working across pre-sales (discovery, trials, demo strategy) and post-sales (onboarding, enablement, professional services)
• Fluency in CRMs, marketing automation, APIs, and GTM data integrations or data pipelines
• Strong written and verbal communication; executive presence required
• Operationally excellent: drives process improvement, tooling rigor, and documentation habits

Desirable

• Apollo.io is seeking a dynamic, strategic, and execution-focused Head of Solution Consulting to lead and scale our Solution Consulting (SC) function across pre- and post-sales functions
• You’ll play a critical role in helping prospects understand Apollo’s value and helping customers realize it post-sale
• You will partner cross-functionally with Sales, Marketing, Product, Customer Success, and Onboarding to ensure our SCs drive technical validation, accelerate time-to-value, and enable scalable revenue growth
• This is a high-impact, cross-functional leadership role built for a player-coach who thrives in a fast-moving GTM org
• Drive SC support on AE and AM discoveries, help with demo tailoring, review technical approaches or solutions, oversee trials, and manage sales handoffs to post-sales teams
• Manage SC involvement on technical CSM requests for CRM configurations, API integrations, partner integrations, Apollo Workflows, and product configuration guidance
• Influence and collaborate on cross-functional solution designs, implementation feasibility, and migration or integration planning
• Serve as a trusted escalation advisor to prospects and customers across sales and customer success
• Ensure tight enablement between SCs and cross-functional GTM teams
• Own and evolve the solution consulting vision across the customer lifecycle—from evaluation to value realization
• Manage and grow a team of pre- and post-sale solution consultants across regions and segments
• Collaborate with Apollo’s enablement team to build training programs to facilitate continuous learning and to scale impact
• Partner with Sales and Customer leadership to forecast SC capacity and assign coverage intelligently
• Build the career path for SCs from IC through team leads and specialized roles
• Design and manage KPI incentive programs and compensation models
• Drive adoption of data-driven processes, solution selling, technical win validation, client hand-off processes, and value delivery frameworks
• Standardize processes across GTM teams and market tiers
• Push the boundaries of demo solutions, inspire the discovery of WOW moments, improve technical documentation, and build integration playbooks
• Establish a strategic relationship with Product and Engineering by aggregating and presenting on solution gaps, customer friction points, and GTM team prioritizations
• Own SC-level metrics for deal acceleration, Trial management, sales velocity, deal impact, and expansion enablement