Senior Manager, Solutions Consulting

As the Senior Manager, Solutions Consulting, you will help build the operating system that makes complex, high-stakes deal work across the Solutions Consulting (SC) function clear, accountable, and consistently delivered. You will directly manage a team of Solutions Consultants supporting Apollo’s Enterprise and Mid-Market business, setting the standard for how the function operates across the full customer journey, while staying close enough to the field to personally contribute to the largest, most strategic accounts when it matters most. We live 'extreme ownership' at every level here and lead from the front, so you’re expected to be in the deal, not just overseeing it. Additionally, you will work cross-functional projects across Sales, Sales Enablement, Sales Operations, Post-Sales (Onboarding & GTME), Product, Engineering, and Marketing to shape how Apollo wins, retains, and expands its most strategic accounts.

Day in the life...

Leadership & Team Management

• Hire, coach, and develop a team of Solutions Consultants, driving performance to exceed sales targets while providing training and development opportunities.
• Own career development, performance management, and succession planning for the team.
• Build a culture of trust and ownership, grounded in clear goals and continuous feedback, where AI-augmented ways of working are the norm rather than the exception.
• Serve as a steward of Apollo’s culture and values on the team, actively modeling and enforcing our company values in day-to-day coaching and decision-making.

SC Function Strategy & Deal Execution

• Enhance the SC operating system by building: playbooks, tooling, capacity models, coverage plans, and enablement programs that let the SC function deliver consistent performance and cross-functional work at scale.
• Set the team’s standard for discovery, demos, technical solution design, and deal strategy, including how AI is used to get there faster.
• Run ongoing enablement: train the team on process changes, new product features, and competitive collateral on a recurring cadence, not just at onboarding.
• Analyze deal and team performance data to identify areas for improvement in the SC motion, driving win-rate impact and faster time-to-value.
• Ensure pipeline and deal-coverage visibility across the team, giving Sales and cross-functional leadership a clear, accurate view of SC engagement and risk on active deals.

Cross-Functional & Cross-Department Leadership

• Deliver OKR and QBR updates that keep leadership and cross-department stakeholders informed on SC performance, initiatives, resourcing needs, and cross-team decisions.
• Serve as the voice of the customer and the GTM org in shaping GTM strategy, product roadmap priorities, and how Apollo wins and retains customers at scale.
• Partner with Onboarding and GTME leadership to ensure the team’s solutions drive adoption and mitigate post-sale risk.

Mindset and Behaviors

• Drive Impact & Innovation: bring ideas, strategies, and bold thinking that shape how the SC function operates and how Apollo wins.
• Build Leaders, Not Just Teams: take real ownership of your team’s growth and trajectory, not just their output.
• Own Your Success and Your Team’s: maintain a sharp focus on function-level outcomes, take responsibility for results that missed the mark, and continuously push the team to improve.
• Thrive in a High-Performing, Cross-Functional Environment: be your authentic self while driving alignment across GTM, Product, and Marketing.

Minimum Qualifications

• 10+ years in presales (Solution Consulting, Sales Engineering, or Forward Deployed Engineering) with a track record of owning and influencing complex, high-stakes SaaS deals in a GTM technology environment.
• 3+ years of experience formally managing a presales/solutions consulting team, with a proven record of building a high-performing team - including 0 to 1 experience building a team from the ground up, not just leading an existing one.
• At least 3+ years of demonstrated experience selling to Enterprise-level accounts.
• Proven experience building and scaling a presales function: hiring, coaching, performance management, and succession planning.
• Demonstrated ability to build repeatable operating systems (playbooks, capacity models, coverage plans) that improve team-level outcomes, not just individual deal outcomes.
• Executive-level communication skills: able to present credibly to VP and C-level stakeholders, both as a personal contributor on strategic deals and as a representative of the SC function in leadership settings.
• Cross-functional and cross-department operator: proven ability to represent SC’s needs and priorities to Sales, Sales Enablement, Sales Operations, Post-Sales (Onboarding & GTME), Marketing, Product, and Engineering leadership, and to drive alignment on decisions that span multiple functions.
• Experience with integration-heavy customer lifecycles within the GTM tech stack ecosystem. Fluency with CRMs, data pipelines, APIs, webhooks, and sales/marketing automation tools.
• Familiarity with AI/ML concepts as applied to GTM workflows, and an understanding of security and privacy considerations relevant to SaaS systems and integrations.
• A data-driven approach to managing team and function performance.
• Ability to communicate, present to, and influence key stakeholders across both technical and non-technical roles.

Nice to Have

• Past experience at a fast-growing PLG or hybrid go-to-market SaaS company.
• Experience managing a team through significant growth or organizational change (e.g., segment realignment, new product motion).
• Recognized as a thought leader in sales technology, marketing automation, AI-augmented GTM practices, or RevOps best practices.