Head of Deal Desk, Apollo.io
$152-228k
+ Apollo Stock Options
Sales intelligence and engagement platform
Be an early applicant
Sales intelligence and engagement platform
1001+ employees
Be an early applicant
$152-228k
+ Apollo Stock Options
1001+ employees
Company mission
To build the future of go-to-market solutions.
Role
Who you are
- 8+ years of experience in Revenue Operations, Deal Desk, or related commercial operations roles, ideally in SaaS
- Experience building 0→1 processes in high-growth environments
- Strong Salesforce/CPQ background and comfort implementing or optimizing deal desk systems
- Proven ability to balance speed and compliance—enabling Sales to close quickly while protecting the business
- Exceptional communication and stakeholder management skills; able to influence senior leadership
- Analytical mindset with a bias for simplification and automation
What the job involves
- We are looking for our first Head of Deal Desk to build and scale the function from the ground up. Today, we are early in our journey: systems are immature, processes are inconsistent, and our deal motions need structure
- This role will be both highly strategic and highly hands-on: setting the vision for how we structure, approve, and accelerate deals, while rolling up your sleeves to design, test, and implement the foundations
- You’ll partner closely with Sales, RevOps, Finance, and Legal to design deal processes that balance speed, control, and profitability. As we scale, you’ll transition from building the playbook to operationalizing it automating approvals, embedding best practices, and driving efficiency across every deal
- Define and socialize the Deal Desk charter (what qualifies for support and why)
- Design and document standardized approval workflows (discounting, custom terms, multi-year)
- Publish the initial playbook (approval matrices, pricing guardrails, escalation paths)
- Align deal structures with Sales & Finance to balance growth and margin
- Establish and track KPIs (approval cycle time, discount levels, deal velocity, margin impact)
- Provide pricing/exception insights to GTM & Finance; strengthen governance and close revenue leakage
- Train and enable reps and managers to reduce friction and increase self-serve
- Act as the primary POC for deal structuring; partner with Finance, Legal, RevOps, and Product on complex scenarios
- Build and lead a small team as the function scales
- Deliver measurable outcomes: margin protection (≥2–3 pts), higher forecast accuracy (variance ↓ vs plan), AE productivity +10–20% via faster approvals, and ≥50% fewer compliance exceptions in year one
- Success in this Role Looks Like:
- Within 3–6 months: a functioning deal desk charter, approval workflow, and playbook in place
- Within 6–12 months: measurable improvement in deal velocity, lower approval cycle times, and scalable processes embedded in systems
- Longer term: a fully operationalized deal desk team and system, delivering insights to leadership and enabling Sales to close faster and smarter
Our take
Apollo's sales intelligence and engagement platform integrates with companies’ existing internal tools, such as LinkedIn, Salesforce and Hubspot, to increase and optimize sales and marketing leads. Rather than simply employing a volume-heavy approach to leads, Apollo’s software allows users to focus on more convertible prospects, while automating task management and workflow.
The company launched in 2015 and grew steadily in its early years, but the period since 2021 has seen it enter a rapid scale up. Now its customer base includes the likes of Autodesk, Stripe, Docusign and Yelp.
Apollo now intends to keep the upward momentum going, having secured major funding in mid-2023 and is also investing heavily in India as its R&D center, where there’s a burgeoning pool of tech talent. In early 2023, Apollo reported record revenue numbers and appointed a new CPO, indicating a solidification of these aims.
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 first
- Great compensation package and culture
Company HQ
SoMa, San Francisco, CA
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