Senior Product-Led Sales and Outbound Strategy Manager
Apollo.io
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. Apollo.io provides sales and marketing teams with easy access to verified contact data for over 270 million B2B contacts, 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 growing rapidly, with 900% revenue growth since 2021, and is looking for world-class talent to keep building with us.
Position Overview:
We are seeking a dynamic and strategic leader to join our team as the Senior Product-Led Sales and Outbound Strategy Manager at Apollo.io. In this role, you will be at the forefront of driving our product-led sales initiatives, leading a high-impact team to create and execute scalable inbound and outbound strategies that fuel our growth.
The ideal candidate is someone with extensive experience in maintaining high email deliverability across large teams, coupled with a deep understanding of outbound sales and marketing or sales operations. This is an exciting opportunity to shape the future of our product-led sales and outbound efforts, working with cutting-edge tools and a talented team to push the boundaries of what's possible in sales and marketing.
If you are passionate about innovation, data-driven decision-making, and making a tangible impact on business growth, this role offers the perfect platform for you to thrive.
- Responsibilities
Lead PLSM Initiatives: Oversee the PLSM function, ensuring it continually meets and exceeds performance benchmarks (1,000+ qualified leads per quarter).
Sales & Strategy Integration: Transform high-performing sales tactics into scalable strategies across various PLSM channels. - Tool Mastery: Utilize and master tools like Apollo.io, Google Postmaster, Allegrow, Postal, and others to improve deliverability rates and conversions.
- Growth Ambitions: Drive quarterly growth targets, particularly achieving a $1M pipeline per quarter minimum.
- Operation User Surge Campaign: Launch and manage Operation User Surge, aiming for 2,500 sign-ups per quarter.
- Expansion Initiatives: Build out expansion efforts with our Account Management team, launching campaigns to drive expansion sales calls (150 qualified leads per quarter).
- Deliverability Management: Maintain a minimum ongoing 90% deliverability and 25% open rate across all campaigns.
- Focus on maintaining deliverability across all of our reps' inboxes (200+) for PLSM and outbound campaigns.
- Create Tactics & Optimize Execution: Regularly design, assess, and fine-tune tactics and strategies to maintain engagement and drive conversions.
- Collaboration: Work in tandem with the sales and tech teams, ensuring top-notch execution of all sales tactics in line with technological capabilities.
Requirements:
- 5+ years of experience combining outbound sales/marketing and operations (ie. RevOps, Growth Ops, Sales/Marketing Ops with a sales background)
- Extensive Outbound Email Deliverability Experience:
- Demonstrated expertise in maintaining and improving email deliverability across large-scale outbound campaigns.
- Tenacity and Sales-Minded:
- Strong ability to merge traditional sales acumen with advanced technological tactics, innovating in this area is a must.
- Strategic Campaign Management:
- Proficiency in designing, executing, and refining outbound campaigns that lead to new sales activities, demos, and account expansion
- Data-Driven Decision-Making:
- Capable of harnessing analytics and insights from tools like Apollo.io to inform strategies, measure campaign efficacy, and optimize outcomes.
- Innovative Mindset:
- Creativity at the forefront, creating strategies and tactics to enhance engagement and conversions.
- Collaboration Skills:
- Effortlessly work with cross-functional teams, aligning different strategies and tactics seamlessly with overarching sales and company goals.
- Customer-Centric Focus:
- Always eyeing the future potential customer in mind, understanding their pain points, needs, and behaviors.
- Expert Communication:
- Clear and compelling messaging in all internal and external campaigns, effectively conveying strategic plans, results, and team objectives
- Outbound Campaign Experience:
- A demonstrated track record in managing outbound campaigns, always updated with industry trends.
- Results-Oriented:
- A strong focus on delivering and surpassing set objectives and goals.
Outcomes:
Objective 1: Drive Scalable Sales Demos
- KR1: Achieve a quarterly increase of 20% in sales demos utilizing tools like Apollo.io, Postal, Sendspark, and others that you identify as necessary for success to drive meetings booked in the install base.
- KR2: Enhance the efficiency of automated product-led sales campaigns, targeting a 15% improvement in lead-to-demo conversion rates.
- KR3: Collaborate with the sales team to refine and optimize PLSM leads, aiming for a 5% increase in MQL-to-SQL conversion.
Objective 2: Drive Quarterly Pipeline and User Growth
- KR1: Drive a pipeline growth of at least $1M per quarter.
- KR2: Drive 1,000 qualified leads per quarter
- KR3: Drive 2,500 new sign-ups per quarter.
Objective 3: Expand Account Reach and Engagement
- KR1: Launch campaigns and optimize to drive expansion sales calls (20% increase QoQ) for our Account Management team.
- KR2: Increase engagement with scaled personalization efforts.
Objective 4: Maintain Best-in-Class Email Deliverability
- KR1: Achieve and maintain a minimum of 90% deliverability rate across all outbound campaigns and PLSM channels.
- KR2: Ensure a 25%+ open rate on all outbound emails.
- KR3: Focus on maintaining deliverability across all reps' inboxes (200+) for PLSM and outbound campaigns.
Objective 5: Optimize and Execute Strategic Product-led Sales and Outbound Campaigns
- KR1: Build a best-in-class PLS and outbound strategy, showcasing Apollo’s world-class personalization and engagement features.
- KR2: Collaborate closely with sales, account management, lifecycle, and growth to achieve rock-solid new business and expansion funnels.
What You’ll Love About Apollo
Besides the great compensation package and culture that thrives in openness and excellence, we invest tremendous effort into developing our remote employees’ careers. The team embraces that we have a sole purpose: to help customers maximize their full revenue potential on the Apollo platform. This mindset opens us up to a lot of creative approaches to making customers successful at scale. You’ll be a significant part of a lean, remote team, empowered to really own your role as a proactive educator. We’re very collaborative at Apollo, so you’ll be able to lean on your teammates, even in adjacent departments, to help you achieve lofty goals. You’ll be supported and encouraged to experiment and take educated risks that lead to big wins. And, you’ll have a whole team remotely by your side to help you do it!
