Head of Solutions Consulting

Apollo.io is the leading go-to-market solution for revenue teams, trusted by over 500,000 companies and millions of users globally, from rapidly growing startups to some of the world's largest enterprises. Founded in 2015, the company is one of the fastest growing companies in SaaS, raising approximately $250 million to date and valued at $1.6 billion. Apollo.io provides sales and marketing teams with easy access to verified contact data for over 210 million B2B contacts and 35 million companies worldwide, along with tools to engage and convert these contacts in one unified platform. By helping revenue professionals find the most accurate contact information and automating the outreach process, Apollo.io turns prospects into customers. Apollo raised a series D in 2023 and is backed by top-tier investors, including Sequoia Capital, Bain Capital Ventures, and more, and counts the former President and COO of Hubspot, JD Sherman, among its board members.

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.

️ Solution Strategy & GTM Alignment

• 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.

Team Leadership & Development

• 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.

Operational Excellence

• 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.

Required

• 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

✚1 Nice to Have

• Background in GTM tools (Apollo, Outreach, Gong, Clari, HubSpot, Chilipiper, Calendly, etc.)
• Experience managing client migrations and technical implementations
• Former AE, CS leader, or Technical Architect who transitioned into solutions leadership
• History of building and scaling global teams in high-growth SaaS orgs

Apollo Stock Options Remote Work Fully Covered Healthcare (PPO, HDHP, HMO) Dental & Vision Maternity Benefits ♥️ Life/Disability 401K Plan Mental Health and EAP Assistance Office Equipment Allowance ✈️ Travel Insurance

At Apollo, we’re driven by a shared mission: to help our customers unlock their full revenue potential. That’s why we take extreme ownership of our work, move with focus and urgency, and learn voraciously to stay ahead.

We invest deeply in your growth, ensuring you have the resources, support, and autonomy to own your role and make a real impact. Collaboration is at our core—we’re all for one, meaning you’ll have a team across departments ready to help you succeed. We encourage bold ideas and courageous action, giving you the freedom to experiment, take smart risks, and drive big wins.

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.