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Senior Manager - Onboarding Architect

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. 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.

Apollo.io is hiring a Senior Manager - Onboarding Architect to oversee the post-sale experience for mid-to-high-value customers. This role is critical in transforming the early customer experience into one of clarity, speed, and value realization. You will design and build the roles and responsibilities for the function and operating model, while also executing individual contributor onboarding work to stay deeply versed in the process. You will lead implementation efforts, complex migrations, guide customers through configuration and onboarding milestones, and ensure each account is set up for long-term success.

You’ll work cross-functionally with Sales, CS, Solutions Consulting, Product, Engineering, and Support to drive strategic onboarding engagements for customers with more complex use cases or integrations. You will also contribute to documentation, playbooks, and process improvements that raise the bar across the entire onboarding org.

📝 What You’ll Do

Build Onboarding Delivery & Design

  • Cross-functional Orchestration
  • Design the onboarding strategy for mid-to-high value customers.
  • Define and build the roles & responsibilities (R&Rs), operating procedures, and handoffs for the onboarding function, ensuring clarity across Sales, SC, CS, Product, and Support.
  • Develop training curriculum, planning guides, client content, and metrics dashboards.
  • Partner with Product, Solutions Consultants, Customer Success, and Support teams to communicate needs, solutions, and escalations.
  • Maintain, manage, and build strong relationships with Partner agencies to ensure onboarding success.

Customer Enablement & Technical Support

  • Execute IC onboarding delivery to remain hands-on with customer workflows and process reality.
  • Support customers in configuring Apollo to align with their workflows.
  • Troubleshoot integration and configuration blockers.
  • Provide product and technical guidance through meetings, documentation, and asynchronous channels.
  • Drive successful adoption of core product features and integrations (e.g., SFDC, HubSpot).
  • Collaborate on setup architecture when needed.

Player-Coach Leadership & Continuous Improvement

  • Conduct weekly live sessions, guiding customers through the Apollo platform.
  • Maintain clean records and notes in CS platforms (e.g., Salesforce, Vitally, etc).
  • Document playbooks, checklists, and best practices to scale onboarding success.
  • Continuously refine the R&Rs and processes you designed, incorporating feedback and performance data.
  • Partner with Product, Support, and Customer Success teams to identify friction points and propose solutions.

🤷🏽‍♂️ What We’re Looking For

👌🏽 Required

  • 5+ years in onboarding, implementation, or technical account management for a SaaS company, including at least 2+ years in a leadership role managing or mentoring individual contributors.
  • Proven experience with GTM tech stacks — including Salesforce, HubSpot, Outreach, Salesloft, Gong, and CRM integrations — is essential. Must be able to advise customers on configuration best practices and data hygiene.
  • Strong technical acumen — able to interpret API documentation, work with data mapping, and guide integration setup between Apollo and third-party systems (e.g., CRM, marketing automation, enrichment tools).
  • Hands-on experience designing and executing customer onboarding programs for mid-market to enterprise accounts — from kickoff through launch, with clear project plans and measurable outcomes.
  • Exceptional communication skills, both written and verbal, with executive presence and the ability to simplify complex concepts for diverse audiences (sales leaders, admins, and technical teams).
  • Demonstrated success working cross-functionally with Sales, Solutions Consulting, Customer Success, Product, Engineering, and Support to orchestrate end-to-end onboarding delivery.
  • Comfort operating in fast-paced, ambiguous environments; strong process design mindset and bias toward action and continuous improvement.

➕ Nice to Have

  • Prior experience implementing Apollo.io or similar GTM tools (6sense, Gong, Outreach, HubSpot, Gainsight, Amplitude, Mixpanel, Notion, Asana, Klaviyo).
  • Background in post-sale SaaS delivery: onboarding, solution architecture, or implementation consulting.
  • Familiarity with automation platforms (Zapier, Workato) or data pipelines (Snowflake, Fivetran, Hightouch).

The listed Pay Range reflects base salary range, except for sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commission/sales bonus targets and annual base salary for the role. This pay 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 and 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.

Annual Pay Range

$168,000 - $220,000 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!

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