About the position
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.
Responsibilities
- 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.
- 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.
- 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.
Requirements
- 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
Nice-to-haves
- 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
Benefits
- Apollo Stock Options
- Hybrid 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
