Head of Deal Desk, Apollo.io
$152-228k
+ Apollo Stock Options
AI sales platform for smarter, faster revenue growth
Open for applications
AI sales platform for smarter, faster revenue growth
1001+ employees
Open for applications
$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
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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