Lead Product Marketing Manager

Apollo.io

4d•$184,000 - $264,500

About The Position

Apollo.io is seeking a Lead Product Marketing Manager to own the go-to-market strategy for its upmarket solutions. This role is crucial for supporting sellers and Customer Success Managers (CSMs) by providing deep understanding of upmarket selling, use case-based selling, packaging, and buyer personas. The Lead PMM will collaborate with sales and post-sales teams to develop collateral, content, and strategies that help win and retain larger, more sophisticated customers. This role acts as a liaison between Product, Sales, Customer Success, and Marketing, translating product capabilities into compelling narratives, upmarket use cases, and competitive strategies to drive deal progression and account expansion.

Requirements

7+ years of B2B SaaS experience in a direct PMM role, enablement, sales, or customer success role.
Experience supporting upmarket, mid-market, or enterprise GTM motions, with an understanding of how larger deals are won and seller needs at each stage.
Comfort and credibility with sellers and CSMs, with experience in customer calls, QBRs, and earning field trust.
Sharp competitive instincts and the ability to translate product depth into clear, confident messaging for reps.
Excellent writing and storytelling skills, capable of condensing dense product information into concise, pitchable content.
Analytical mindset to connect content usage, deal outcomes, and customer feedback into actionable insights.
Ownership mentality, bias for action, and comfort operating in a fast-paced environment with shifting priorities.
AI savvy, with experience using AI tools to scale work.

Nice To Haves

Experience marketing to sales, RevOps, or GTM personas.
Familiarity with sales tech, revenue tech, B2B data, or outbound prospecting tools.

Responsibilities

Own enablement strategy across the sales cycle, partnering with Sales, Sales Enablement, and Post-Sales leaders to identify and address enablement gaps with content, collateral, and programs.
Act as the PMM closest to upmarket deals, embedding with AEs, SEs, and CSMs, participating in customer calls, and analyzing lost-deal data to refine positioning, battle cards, and rep guidance for upmarket buyers.
Develop and own the customer-facing asset library for upmarket solution selling, including one-pagers, pitch decks, demo scripts, ROI tools, and FAQs.
Lead competitive and category positioning for upmarket motions, creating messaging and proof points to differentiate Apollo from enterprise incumbents and equipping reps with talking points and content.
Drive Post-Sales enablement and expansion plays by partnering with Customer Success and Account Management to create materials for adoption, renewal justification, and expansion, such as QBR templates, value-realization frameworks, and use case playbooks.
Translate product launches into upmarket-ready sales moments by partnering with PMMs responsible for product lines, defining sales narratives, building demo flows, and measuring rep adoption and closing rates.
Establish and run a feedback loop with the field through rituals like rep office hours, win/loss debriefs, deal reviews, and CSM syncs to gather insights for roadmap influence.
Operate as a strategic partner by developing a strong point of view on PMM investment priorities for Sales and Post-Sales, and constructively pushing back on requests that do not align with revenue impact.