Senior Manager of Onboarding Architect, Apollo.io

• 5+ years in onboarding, implementation, or technical account management for a SaaS company, including at least 2+ years in a leadership role managing or mentoring individual contributors
• Proven experience with GTM tech stacks — including Salesforce, HubSpot, Outreach, Salesloft, Gong, and CRM integrations — is essential. Must be able to advise customers on configuration best practices and data hygiene
• Strong technical acumen — able to interpret API documentation, work with data mapping, and guide integration setup between Apollo and third-party systems (e.g., CRM, marketing automation, enrichment tools)
• Hands-on experience designing and executing customer onboarding programs for mid-market to enterprise accounts — from kickoff through launch, with clear project plans and measurable outcomes
• Exceptional communication skills, both written and verbal, with executive presence and the ability to simplify complex concepts for diverse audiences (sales leaders, admins, and technical teams)
• Demonstrated success working cross-functionally with Sales, Solutions Consulting, Customer Success, Product, Engineering, and Support to orchestrate end-to-end onboarding delivery
• Comfort operating in fast-paced, ambiguous environments; strong process design mindset and bias toward action and continuous improvement
• 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

Desirable

• Apollo.io is hiring a Senior Manager - Onboarding Architect to oversee the post-sale experience for mid-to-high-value customers
• This role is critical in transforming the early customer experience into one of clarity, speed, and value realization
• You will design and build the roles and responsibilities for the function and operating model, while also executing individual contributor onboarding work to stay deeply versed in the process
• You will lead implementation efforts, complex migrations, guide customers through configuration and onboarding milestones, and ensure each account is set up for long-term success
• You’ll work cross-functionally with Sales, CS, Solutions Consulting, Product, Engineering, and Support to drive strategic onboarding engagements for customers with more complex use cases or integrations
• You will also contribute to documentation, playbooks, and process improvements that raise the bar across the entire onboarding org
• Cross-functional Orchestration
• Design the onboarding strategy for mid-to-high value customers
• Define and build the roles & responsibilities (R&Rs), operating procedures, and handoffs for the onboarding function, ensuring clarity across Sales, SC, CS, Product, and Support
• Develop training curriculum, planning guides, client content, and metrics dashboards
• Partner with Product, Solutions Consultants, Customer Success, and Support teams to communicate needs, solutions, and escalations
• Maintain, manage, and build strong relationships with Partner agencies to ensure onboarding success
• Execute IC onboarding delivery to remain hands-on with customer workflows and process reality
• Support customers in configuring Apollo to align with their workflows
• Troubleshoot integration and configuration blockers
• Provide product and technical guidance through meetings, documentation, and asynchronous channels
• Drive successful adoption of core product features and integrations (e.g., SFDC, HubSpot)
• Collaborate on setup architecture when needed
• Conduct weekly live sessions, guiding customers through the Apollo platform
• Maintain clean records and notes in CS platforms (e.g., Salesforce, Vitally, etc)
• Document playbooks, checklists, and best practices to scale onboarding success
• Continuously refine the R&Rs and processes you designed, incorporating feedback and performance data
• Partner with Product, Support, and Customer Success teams to identify friction points and propose solutions