Senior Sales Operations Manager, Apollo.io
BDR
$155-185k
OTE
AI sales platform for smarter, faster revenue growth
Be an early applicant
AI sales platform for smarter, faster revenue growth
1001+ employees
Be an early applicant
$155-185k
OTE
1001+ employees
Company mission
To build the future of go-to-market solutions.
Role
Who you are
- This is a highly cross-functional role that requires exceptional judgment, strong analytical rigor, and the ability to translate complexity into clear, actionable guidance for a fast-growing BDR organization
- This role is designed for a senior operator who thrives in ambiguity, sets long-term strategy, and delivers high-impact programs that materially improve revenue outcomes—while also serving as a role model and culture leader within Apollo
- 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
- 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
- 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
- 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
- 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
- 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
What the job involves
- Apollo is seeking a Senior Sales Operations Manager to lead the strategy, execution, and scaling of our Business Development Representative (BDR) program
- This role is critical to Apollo’s growth engine and will partner closely with Sales, Marketing, RevOps, Enablement, and Product to ensure our outbound motion is efficient, scalable, and predictable
- You will own the end-to-end operational health of the team’s outbound funnel, from target account strategy and lead flows to productivity, conversion optimization, and pipeline forecasting
- 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
- 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
- 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
- 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
- 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
Our take
Today, businesses are struggling to make their go-to-market (GTM) strategies simple, connected, and intelligent. In most organizations, sales and marketing teams juggle a maze of disconnected tools just to reach the right customers and close deals. This results in a lot of manual work and missed opportunities. So Apollo.io is stepping in to fill the gap and redefine how modern revenue teams operate by unifying the entire GTM process under one AI-powered roof.
It's trusted by millions of users and over 550,000 companies, including fast-growing startups to established enterprises like Autodesk and Cyera. Apollo's strength lies in combining B2B data with advanced AI to automate everything from prospecting and outreach to deal management and data enrichment. And its new "Agentic End-to-End GTM Platform" takes this one step further by introducing AI agents that act as co-pilots, working alongside sales and marketing teams to research leads, personalize outreach, and streamline workflows.
Recently, the company surpassed $100M in annual recurring revenue, expanding its leadership team with veterans from Zendesk, Intercom, Box, and Miro, and even launched a major product overhaul centered on its new "Vibe GTM" approach. And with its Agentic platform now bringing AI into every stage of the customer journey, Apollo sure is positioning itself to define the next era of AI-powered sales.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
75% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Aug 2023
$100m
SERIES D
Mar 2022
$110m
SERIES C
Total funding: $251.4m
Company benefits
- Remote & in-person roles: Work from wherever you thrive, with all the tools and support you need to be successful.
- Flexible time off: We don't count vacation days. When you need a break, take it — no strings attached.
- Competitive pay: We offer strong salaries, performance bonuses, and equity opportunities for most roles.
- Global healthcare coverage: Medical, dental, and vision benefits are available in the US, Canada, India, and other supported countries.
- Office and learning stipend: Get support for your growth with stipends for books, courses, and home office setup.
- Mental health and coaching support: Access professional coaching and mental health resources for you and your dependents.
Company HQ
SoMa, San Francisco, CA
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