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.
We're seeking a Lead Product Marketing Manager to own the go-to-market strategy for our upmarket solutions. This role exists because our sellers and CSMs need a dedicated PMM partner who deeply understands selling upmarket, how to sell use cases vs. features, upmarket packaging, and mid-market/enterprise buyer personas. This role will work closely with our sales and post sales team to understand this motion and ships the collateral, content, and strategy to help them win and retain larger, more sophisticated customers.
You'll be the connective tissue between Product, Sales, Customer Success, and Marketing — turning product capability into rep-ready narratives, use cases for upmarket, and competitive plays that move deals forward and expands accounts.
What You'll Do
- Own enablement strategy across the sales cycle. Partner with Sales, Sales Enablement, and Post-Sales leaders to identify enablement gaps across every stage — from discovery and demo through onboarding, adoption, and expansion — and build the content, collateral, and programs that close them.
- Be the PMM closest to upmarket deals. Embed with AEs, SEs, and CSMs working mid-market and enterprise accounts. Listen to or join customer calls, review lost-deal analyses, and synthesize what you hear into sharper positioning, battle cards, and rep guidance tailored to upmarket buyer dynamics.
- Build the collateral library that sellers actually pull from. Own the full stack of customer-facing assets for upmarket solution selling — one-pagers, pitch decks, demo scripts, ROI tools, FAQs, and more.
- Lead competitive and category positioning for upmarket motions. Develop messaging and proof points that differentiate Apollo against the incumbents enterprise buyers compare us to, and arm reps with the talking points and content they need to win those conversations.
- Drive Post-Sales enablement and expansion plays. Partner with Customer Success and Account Management to build the materials that drive adoption, justify renewal, and unlock expansion — including QBR templates, value-realization frameworks, and use case playbooks mapped to customer maturity.
- Translate product launches into rep-ready moments. Partner with PMMs responsible for each product line to build launch content for upmarket readiness. Go beyond the announcement: define the sales narrative for upmarket, build the demo flow, and partner with sales to measure whether reps are actually pitching and closing on the new capability.
- Run a tight feedback loop with the field. Establish standing rituals — rep office hours, win/loss debriefs, deal reviews, CSM syncs — that surface what's working, what's broken, and what to build next. Bring those insights back to PMM and PM to influence the roadmap.
- Operate as a strategic partner, not an order-taker. Develop a strong POV on where Sales and Post-Sales most need PMM investment, prioritize ruthlessly, and push back constructively when requests don't ladder up to revenue impact.
What We're Looking For
- 7+ years of B2B SaaS experience in either a direct PMM role, enablement, sales, or customer success role.
- Experience supporting upmarket, mid-market, or enterprise GTM motions — you understand how larger deals are won and what sellers need at each stage
- Comfort and credibility with sellers and CSMs — you've sat in on customer calls, joined QBRs, and earned the field's trust as a go-to resource
- Sharp competitive instincts and the ability to translate product depth into clear, confident messaging that helps reps differentiate
- Excellent writing and storytelling — you can take a dense product capability and turn it into a one-pager a rep can pitch in five minutes
- Analytical mindset — you connect content usage, deal outcomes, and customer feedback into a clear point of view on what's working
- Ownership mentality, bias for action, and comfort operating in a fast-paced environment with shifting priorities
- AI savvy is a must. You should have experience using AI tools to scale your work.
Nice To Haves:
- Experience marketing to sales, RevOps, or GTM personas — you've sold to the people we sell to
- Familiarity with sales tech, revenue tech, B2B data, or outbound prospecting tools
We are AI Native
Apollo.io is an AI-native company built on a culture of continuous improvement. We’re on the front lines of driving productivity for our customers—and we expect the same mindset from our team. If you're energized by finding smarter, faster ways to get things done using AI and automation, you'll thrive here.
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.
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.
Learn more here!