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Principal Product Manager, Expansion

Remote, United States

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.

Apollo.io is seeking a Principal Product Manager, Expansion to take ownership of driving user expansion within our product-led growth journey. In this role, you will develop strategies and initiatives to convert existing users into more engaged, higher-value customers by driving upsell, cross-sell, and feature adoption at scale.

As a key leader within Apollo’s growth organization, you will collaborate across teams to design and execute a world-class expansion strategy that maximizes the lifetime value of our customers. You’ll work closely with product managers, designers, engineers, researchers, and analysts to optimize experiences that drive expansion, retention, and revenue growth.

Key Responsibilities:

  • Expansion Strategy & Execution: Define and lead the vision, strategy, and roadmap for customer expansion, focusing on increasing feature adoption, driving upsells, and identifying cross-sell opportunities to maximize user value.
  • Data-Driven Product Decisions: Use both quantitative and qualitative research to uncover opportunities within the expansion funnel. Continuously track and optimize key expansion metrics to increase product usage and expand customer accounts.
  • Cross-Functional Leadership: Collaborate with product, engineering, design, sales, and customer success teams to execute initiatives that enhance user expansion opportunities, foster deeper engagement, and drive long-term value.
  • Optimization of Expansion Metrics: Define, monitor, and optimize key metrics such as upsell/cross-sell rates, feature adoption, and customer lifetime value to ensure the ongoing success of Apollo’s product-led growth initiatives.
  • Customer-Centric Design: Work closely with customer success, marketing, and support teams to develop seamless, value-driven user experiences that increase product usage, adoption of premium features, and drive overall account expansion.

Qualifications and Experience:

  • Proven Experience in Product Growth: 7+ years of experience in product management within B2B SaaS, with a focus on customer expansion, upsell/cross-sell strategies, and increasing customer lifetime value. Familiarity with Amplitude or similar analytics tools is highly valued.
  • Strong Analytical Skills: Ability to independently analyze data, identify growth opportunities, and make actionable product decisions. A background in data science, statistics, or a related field is beneficial.
  • Track Record of Success: Demonstrated success in driving expansion initiatives that increase feature adoption, upsell rates, and customer retention in a fast-paced environment.
  • Collaborative Leadership: Exceptional cross-functional collaboration skills, working effectively with engineering, design, sales, customer success, and marketing teams to drive cohesive expansion strategies.
  • B2B SaaS Expertise: Deep understanding of self-serve B2B SaaS products, growth metrics, and customer expansion strategies, with a focus on product-led growth and revenue optimization.

    #LI-SM1

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!

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