Apollo

Sales Development Manager

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.

About Apollo Labs

Apollo Labs is the newest addition to the Apollo family – an innovative, experimental division dedicated to revolutionizing lead generation through cutting-edge technology, data-driven, and AI-enhanced strategies. Launched to address the evolving pipeline needs of modern sales teams, Apollo Labs combines the power of advanced software with expertly managed services to deliver end-to-end solutions that drive meaningful engagement and business growth.

Our mission is to empower businesses of all sizes to connect with their ideal customers more efficiently, leveraging Apollo's extensive database, precise targeting tools, and multi-channel outreach capabilities. As the go-to partner for dynamic lead generation, Apollo Labs ensures that every campaign is optimized for maximum impact, helping our clients achieve their sales goals faster and more effectively than ever before.

Position Overview:
The Sales Development Manager will play a critical role in shaping the initial client experience for Apollo Automated. This position is pivotal in establishing customer success norms, setting foundational processes, and creating benchmarks for future team members. The ideal candidate will have a strong background in B2B Sales Development / Outbound and a passion for driving client success.

Ideal Candidate:

3+ years experience running, managing or overseeing outbound campaigns.
You constantly test, iterate, and revise tactics to get to effective, sustainable lead generation formulas and are comfortable with going 0-to-1 to find Prospect-Market Fit.
Past experience as a front-line SDR learning the craft from the ground up.

Key Responsibilities:

Working with Clients

Onboarding: Ensure clients are onboarded within 15 days of contract signature.
ICP Definition: Collaborate with clients to define their Ideal Customer Profile (ICP).
Strategy Development: Develop and implement effective strategies and campaigns tailored to each client.

Build Customer Playbook

Playbook Creation: Develop a comprehensive onboarding, meeting cycle, and client playbook.
Metrics Establishment: Set baseline percentages and metrics for various client stages.
Client Nurturing: Establish a nurturing and meeting schedule to maintain strong client relationships.

Win Rates

Renewal Rate: Maintain a renewal rate of at least 65% across all pilot programs.
In conjunction with AE, expanding/upsell all accounts wherever possible

Why This Role Exists:
This role is essential for launching Apollo Automated's initial client experience. It will set the standard for customer success within the division, establishing processes, conversion rates, and benchmarks that future team members will follow.

Competencies:

Lead Generation Expertise
• Top 1% of Sales Development professionals
• Mastery of multiple outbound campaign strategies (ample Campaign Experience)
• Deep understanding of top-of-funnel and sales development best practices
Professional Services Acumen
• Ability to dive deep into product capabilities and apply them to client needs
• Strong pattern recognition for matching solutions to client challenges
• Continuous learner with a passion for staying ahead of industry trends
Entrepreneurial Spirit
• Self-starter with a proactive approach to problem-solving
• Adaptable and flexible in a fast-paced, evolving environment
Thought Leadership
• Ability to articulate complex concepts and strategies clearly
• Passion for sharing knowledge and elevating the entire team's expertise

Why This Role Matters:

As the inaugural Sales Development Manager for Apollo Automated, you will play a pivotal role in shaping the future of our Customer Success division. Your expertise and innovation will set the foundation for processes, conversion rates, and benchmarks that will guide the growth of Apollo Automated and influence the broader Apollo ecosystem.

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.

As a remote-first company, 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.