Solutions Consulting

Summary

Join Apollo.io, a leading go-to-market solution provider, as the Head of Solution Consulting. You will lead and scale the Solution Consulting (SC) function across pre- and post-sales, ensuring technical validation, accelerated time-to-value, and scalable revenue growth. This high-impact role requires a player-coach who thrives in a fast-paced GTM environment. You will partner with Sales, Marketing, Product, Customer Success, and Onboarding to drive SC support, manage SC involvement in technical CSM requests, and influence cross-functional solution designs. As a team leader, you will own and evolve the solution consulting vision, manage and grow a team of pre- and post-sale solution consultants, and build a career path for SCs. You will also drive operational excellence by standardizing processes, pushing the boundaries of demo solutions, and establishing a strategic relationship with Product and Engineering.

Requirements

• 7–10+ years in solution consulting, sales engineering, solution architecture, or related SaaS roles
• 3+ years managing high-performing GTM or solution teams (player-coach experience preferred)
• Proven experience working across pre-sales (discovery, trials, demo strategy) and post-sales (onboarding, enablement, professional services)
• Fluency in CRMs, marketing automation, APIs, and GTM data integrations or data pipelines
• Strong written and verbal communication; executive presence required
• Operationally excellent: drives process improvement, tooling rigor, and documentation habits

Responsibilities

• Drive SC support on AE and AM discoveries, help with demo tailoring, review technical approaches or solutions, oversee trials, and manage sales handoffs to post-sales teams
• Manage SC involvement on technical CSM requests for CRM configurations, API integrations, partner integrations, Apollo Workflows, and product configuration guidance
• Influence and collaborate on cross-functional solution designs, implementation feasibility, and migration or integration planning
• Serve as a trusted escalation advisor to prospects and customers across sales and customer success
• Ensure tight enablement between SCs and cross-functional GTM teams
• Own and evolve the solution consulting vision across the customer lifecycle—from evaluation to value realization
• Manage and grow a team of pre- and post-sale solution consultants across regions and segments
• Collaborate with Apollo’s enablement team to build training programs to facilitate continuous learning and to scale impact
• Partner with Sales and Customer leadership to forecast SC capacity and assign coverage intelligently
• Build the career path for SCs from IC through team leads and specialized roles
• Design and manage KPI incentive programs and compensation models
• Drive adoption of data-driven processes, solution selling, technical win validation, client hand-off processes, and value delivery frameworks
• Standardize processes across GTM teams and market tiers
• Push the boundaries of demo solutions, inspire the discovery of WOW moments, improve technical documentation, and build integration playbooks
• Establish a strategic relationship with Product and Engineering by aggregating and presenting on solution gaps, customer friction points, and GTM team prioritizations
• Own SC-level metrics for deal acceleration, Trial management, sales velocity, deal impact, and expansion enablement

Preferred Qualifications

• Background in GTM tools (Apollo, Outreach, Gong, Clari, HubSpot, Chilipiper, Calendly, etc.)
• Experience managing client migrations and technical implementations
• Former AE, CS leader, or Technical Architect who transitioned into solutions leadership
• History of building and scaling global teams in high-growth SaaS orgs

Benefits

• Apollo Stock Options
• Remote Work
• Fully Covered Healthcare (PPO, HDHP, HMO)
• Dental & Vision
• Maternity Benefits
• Life/Disability
• 401K Plan
• Mental Health and EAP Assistance
• Office Equipment Allowance
• Travel Insurance