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Sales Development Manager

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.

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.

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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