Head of Solutions Consulting

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 in assisting customers to realize its value after the 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 designed for a player-coach who excels in a fast-paced GTM organization.

📝 What You’ll Do

🛠️ 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.
• Develop a career path for SCs, progressing from IC to 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.

🥽 What We’re Looking For

👌🏽 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

🥁Benefits

🚀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