**Who this is for** A strategic operations leader with a background in sales development who wants to own the end-to-end operational strategy for a high-velocit
Work type: remote
Location: Remote, United States
Salary: $188,000 – $235,000/yr
Type: Full-time
**Who this is for** A strategic operations leader with a background in sales development who wants to own the end-to-end operational strategy for a high-velocity BDR organization. **Key highlights** This role serves as a force multiplier for the revenue team by scaling BDR output, optimizing conversion funnels, and building reliable forecasting models in a fast-paced environment. **You might be a good fit if you...** - Have 7-10 years of experience in Sales Operations, specifically with deep knowledge of BDR/SDR motions, territory design, and capacity planning. - Can demonstrate a proven track record of integrating sales and marketing motions, including ABM and demand generation. - Are highly analytical and capable of translating complex data into simple, actionable frameworks for leadership and junior staff. - Thrive in ambiguity and can build long-term strategy for a rapidly scaling revenue organization.
[Apollo.io](http://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](http://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](http://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.
## About the Role
Apollo is seeking a SeniorSales Operations Managerto lead the strategy, execution, and scaling of our Business Development Representative (BDR) program. This role is critical to Apollo’s growth engine and will partner closely with Sales, Marketing, RevOps, Enablement, and Product to ensure our outbound motion is efficient, scalable, and predictable.
You will own the end-to-end operational health of the team’s outbound funnel, from target account strategy and lead flows to productivity, conversion optimization, and pipeline forecasting. This is a highly cross-functional role that requires exceptional judgment, strong analytical rigor, and the ability to translate complexity into clear, actionable guidance for a fast-growing BDR organization.
This role is designed for a senior operator who thrives in ambiguity, sets long-term strategy, and delivers high-impact programs that materially improve revenue outcomes—while also serving as a role model and culture leader within Apollo.
## What You’ll Do
Key Outcomes: Success in this role will be measured by your ability to:
1. Scale Apollo’s BDR program by 3x:Design and execute the operating model, capacity planning, tooling, and process changes required to sustainably triple BDR output while maintaining or improving quality and efficiency.
2. Forecast BDR-sourced pipeline within ±5% accuracy: Build a trusted, data-driven forecasting framework that enables leadership to accurately predict BDR-sourced pipeline and revenue contribution across quarters.
3. Meaningfully improve outbound funnel conversion rates: Identify bottlenecks across the outbound motion (targeting, sequencing, messaging, activity mix, handoffs) and lead cross-functional initiatives that drive step-function improvements in conversion and productivity.
4. Deliver a tightly integrated sales & marketing motion:Operationalize Account-Based Marketing (ABM), Demand Generation, and MQL/PQL processes so BDRs are focused on the highest-intent opportunities and can act quickly on marketing signals.
5. Enable faster ramp and sustained productivity for BDRs:Distill complex data, processes, and insights into simple, actionable frameworks that empower junior reps to ramp faster, self-diagnose issues, and consistently hit performance benchmarks.
## Qualifications and Experience
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)
$188,000—$235,000 USD
Tier 2 Pay Range (All other US Locations)
$163,000—$204,000 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!](https://www.apollo.io/we-are-apollo)