Job description
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.
As a Go-To-Market Engineer (GTM Eng), you are a revenue systems architect: part outbound campaign strategist, part AI workflow orchestrator, part client-facing Account Manager.
You design, deploy, and optimize agent-powered outbound campaigns for Apollo Labs clients. Your goal: build AI-native outbound engines that generate pipeline at scale.
You will own GTM execution for clients by blending:
- Signal-based ICP logic
- AI-generated messaging
- Campaign architecture
- Automation-first design
Shaping client go-to-market strategies will either be in a done-for-you ( Apollo Labs Managed Services) or a done-with-you ( Apollo Labs Managed Configuration) pipeline building commercial scenario.
Thumbnail Sketch (Apply if you’re a…)
- Data Whisperer: You’re not just comfortable with data – you speak data. You know how to turn complex data sets into clear, actionable strategies that fuel revenue growth.
- Tech Tinkerer: CRMs, sales automation tools, AI platforms – you’ve mastered all. You’ve worked w/ cutting-edge sales tech + understand how to leverage to your advantage (and ours!).
- Process Ninja: You can spot inefficiencies a mile out and turn chaotic workflows into smooth, optimized operations. Efficiency is your middle name.
- Customer Obessed: You are customer obsessed. Building lasting client relationships w/ raving fans is your jam.
- Growth Guru: With 5+ years of experience in RevOps, Growth, or Sales Development leadership, you’ve been in the trenches and know how to scale GTM strategies in a fast-paced, results-driven world.
What You’ll Do…
- Develop & implement data-driven strategies to engage, nurture, and convert high-value accounts.
- Automate revenue operations with AI and workflow tools, creating scalable, repeatable processes.
- Partner with INTERNAL or EXTERNAL clients to refine their GTM strategies and align them with pipeline objectives.
- Lead cross-functional initiatives to improve conversion rates, reduce CAC, and optimize funnel performance.
- Stay ahead of GTM tech trends, continuously refining our stack to maintain competitive advantage.
- Be accountable to the following KPIs: (1) Meetings Completed (2) Pipeline Generated (3) ARR Bookings.
Day in the Life…
Systems Design and Orchestration
- Architecting autonomous, AI-powered GTM workflows that scale pipeline creation
- Designs agentic workflows for fully automated, adaptive outreach. Deploys agent workflows that learn from data feedback.
- Semi-automated outreach via phone, social
ICP Targeting and Campaign Creation
Research AI deployed against all relevant Signals/Triggers for Client business.
- Stacking Signals for better Lead Scoring/Prioritization
You will be responsible for shaping a Client’s Go-to-Market strategy (and Campaigns) to the NEXT LEVEL (doubling, tripling success rates previous).
You will be an EXPERT in the Apollo Platform and will know how to leverage each feature (e.g. Data, Enrichment, AI Power-ups, Sequencing, Dialer, Workflows, Meetings, Analytics) to produce results.
You are an EXPERT in Advanced GTM campaigns, filtering, messaging, and creative strategies to penetrate accounts and set valuable meetings with qualified buyers.
Pipeline & Outbound Strategy Execution
- Own the pipeline performance of any assigned Campaigns by managing KPIs including outbound activity by channel, meetings booked, and pipeline created.
- Develop scalable outbound processes, leveraging AI and automation to enhance performance.
- Actively monitor outreach sequences, call recordings, and email messaging to drive conversions.
- Run regular check-ins, quarterly reviews, and performance check-ins with Clients to drive accountability and improvement.
Metrics & Performance Management
- Own pipeline creation goals, ensuring Campaigns no less than 10 qualified meetings per month.
- Holding accountable XFN teams: SDR activity levels, high volumes of calls/day, commensurate personalized emails, and social touches.
- Drive outreach quality metrics, ensuring meeting conversion rates exceed 2.5% per 100 Contacts.
- Sub metrics include email reply rates exceeding 5% response rates
- Phone disposition rates exceeding 10% for connected calls
Client Communication + Cross-Functional Collaboration
- Work closely with Clients to align outbound messaging with ICP and their brand priorities.
- Drive renewals and usage of Apollo Labs services.
- Provide real-time market feedback to Labs Leadership to refine value propositions.
- Partner with client Account Executives to hand off qualified meetings effectively and optimize conversion rates.
- Own the relationship with Client teams from cradle to grave of GTM activities.
In a Nutshell…
An go-to-market-native builder who speaks native outbound sales, thinks in systems, and codes growth.
We are AI Native
Apollo.io is an AI-native company built on a culture of continuous improvement. We’re on the front lines of driving productivity for our customers—and we expect the same mindset from our team. If you’re energized by finding smarter, faster ways to get things done using AI and automation, you’ll thrive here.
Why You’ll Love Working at Apollo
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.
Learn more here!
