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. The opportunity Apollo is becoming the system go-to-market teams run on. That only works if large customers trust the system. They need to know who can see what, who can do what, how territories are governed, how books of business are assigned, how managers control their teams, and how admins configure the product without opening a support ticket. Today, that layer is too fragmented. Some controls live in feature flags. Some live in team settings. Some live in one-off product surfaces. Some are under-instrumented. Some work for SMBs but do not yet hold up for large, complex GTM organizations. You will build the control plane for Apollo’s rep org. That means permissions, roles, admin workflows, manager controls, territory and assignment, and the enterprise governance layer that helps Apollo win bigger customers, expand seat count, and move upmarket faster. This is one of the highest-leverage product areas at Apollo. It is also one of the messiest. There is no perfect inherited system. There is no clean playbook. The right person will see that as the reason to join. You will report to the Senior Director of Product for the Rep Org. Why this role is different Most PM roles start with a defined surface and ask you to optimize it. This role is closer to a founder problem. Apollo has the usage, data, workflows, and GTM pull to become the operating system for sales teams. But to serve larger companies, we need a real enterprise control plane. Not a collection of toggles. Not a support-driven configuration maze. Not a set of one-off exceptions that only a few people understand. You will define the system, set the standard, and ship the capabilities that let Apollo serve customers many times larger than its current core. The work is deeply product, deeply technical, and deeply commercial. When this works, customers trust Apollo more, admins need less support, managers get more control, reps operate with the right guardrails, and enterprise deals get easier to win. This is not a “write specs and manage tickets” role. It is a role for someone who wants to take a critical, ambiguous, underbuilt layer of the company and turn it into something obvious, durable, and excellent. What you’ll own The vision and roadmap for how Apollo governs access across the rep org: permissions, roles, admin, managers, territory, and assignment. A standard permission model that replaces fragmented flags and team-level toggles with one clear enforcement path. The admin experience for Users & Teams, roles, access, provisioning, settings, and core configuration workflows. The manager experience that gives frontline leaders real control over their teams’ books, territories, access, and operating model. Territory and assignment that can stand up to enterprise CRM models, including multi-territory logic and parity with Salesforce and equivalent systems. The governance, scoping, and least-privilege controls that turn “Apollo cannot support our org structure” into “Apollo is ready for us.” The instrumentation, standards, and product quality bar that make controls a platform the rest of Apollo can build on. Your first year Within 3 months: Baseline enterprise ARR blocked by weak admin, permission, territory, and governance controls across pipeline, closed-lost reasons, expansion blockers, implementation escalations, and security review friction. Identify and validate 3–5 enterprise readiness levers with a path to $10M+ influenced ARR across closed-won, expansion, and retention. Within 6 months: Influence $5M+ in closed-won or expanded Org / enterprise ARR by removing admin, permission, territory, or governance blockers. Increase average seat count on target Org / enterprise deals by 25%+ where Admin & Enterprise Readiness capabilities are used. Reduce control-related deal friction by 40%+, measured by stalled deals, closed-lost reasons, security / admin objections, or implementation escalations. Within 12 months: Influence $15M+ in closed-won or expanded Org / enterprise ARR. Increase average seat count on target Org / enterprise deals by 50%+ where Admin & Enterprise Readiness capabilities are used. Reduce control-related deal friction by 60%+ against baseline. What we’re looking for Heavy upmarket GTM tooling experience. You have built or worked closely on sales tech, CRM, revenue, or GTM systems products such as Salesforce, Outreach, Salesloft, HubSpot, Gong, Clari, ZoomInfo, or similar. Experience serving mid-market and enterprise customers, not only SMB. 3+ years of product management with real ownership from strategy through launch, adoption, iteration, and measurement. Experience with platform, admin, permissions, governance, RBAC, permission models, admin consoles, provisioning, SSO / SCIM, multi-tenant scoping, or enterprise-readiness products. Strong systems thinking. You have proof that you can take a fragmented surface and turn it into one standard that other teams adopt. A track record of outcomes that moved a business, not just features that shipped. High agency in ambiguity. You are drawn to unowned, high-stakes problems. Strong product taste. You care about making complex systems feel simple. Comfort making tradeoffs across teams and saying no to the next one-off. Hands-on comfort with data, prototyping, and AI tools to validate direction quickly. Bonus You have owned identity, access, governance, or admin products at enterprise scale. You have helped a company move upmarket by shipping the platform capabilities larger customers needed to trust the product. You know GTM systems deeply: territory, assignment, book of business, CRM permissions, manager controls, and RevOps workflows. You have worked with Salesforce territory / permission models or equivalent CRM administration systems. You have founder or builder experience, even if the company did not work out. You have operated close to RevOps, Sales Ops, IT admins, security teams, or enterprise buyers. The listed Pay Range reflects the total cash compensation inclusive of annual base salary and annual bonus as applicable. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonus target and annual base salary for the role. This salary range may be inclusive of several career levels at Apollo and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location. Applicants interested in this role who are not located in the US may request the annual salary range for their location during the interview process. Additional benefits for this role may include: equity; company bonus or sales commissions/bonuses; 401(k) plan; at least 10 paid holidays per year, flex PTO, and parental leave; employee assistance program and wellbeing benefits; global travel coverage; life/AD&D/STD/LTD insurance; FSA/HSA and medical, dental, and vision benefits. Tier 1 Pay Range (San Francisco, New York City, Seattle) $199,400—$249,300 USD Tier 2 Pay Range (All other US Locations) $173,400—$216,700 USD 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!