Go-To-Market Engineer II, Mid-Market

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.

We're looking for an experienced GTM Engineer to own Apollo's most strategic customer relationships. This is a rare blend of enterprise account strategist, AI-native systems builder, and trusted executive advisor — someone who can operate at the C-suite level as naturally as they can architect a signal-based outbound campaign.

The GTM Engineer is Apollo's answer to the CSM: a success architect who designs and deploys customer interventions that drive adoption, credit consumption, and revenue growth. On the Mid-Market team, you're not just managing accounts — you're navigating complex organizations, building relationships across multiple stakeholder layers, and ensuring that every buying persona from RevOps to the CRO is aligned on value.

What You'll Do

Own customer outcomes post-sale: GRR (>95%), NRR, product adoption, and credit consumption growth across a portfolio of Apollo's highest-value accounts.

Multithread across complex organizations: Build and maintain active relationships with 3+ stakeholders per account — spanning RevOps, Sales Leadership, Marketing, and the C-suite — to drive alignment on GTM strategy and expansion outcomes.

Configure Apollo to power AI-driven workflows: ICP definition, signal-based sequencing, messaging architecture, and campaign design tailored to each account's unique GTM motion.

Turn usage data into expansion: Use product telemetry and behavioral signals to identify and execute upsell, seat expansion, and credit consumption opportunities before customers ask for them.

Advise executives on GTM strategy: Present credibly to VP- and C-level stakeholders, proving ROI with measurable lift and influencing how your accounts think about their entire go-to-market motion and tech stack.

Protect and grow your book: Identify and mitigate churn risk early by ensuring your accounts are never single-threaded and value is visible across the organization.

Who You Are

6+ years in Solution Engineering , GTM consulting, Customer Success, RevOps, Growth, or Sales Development — with a clear track record of influencing complex, multi-stakeholder accounts.

A natural multi-threader: You've successfully expanded relationships beyond a single champion inside enterprise accounts. You know how to get a VP of Sales and a Head of RevOps aligned without being in the same room.

AI-native: You're currently designing GTM campaigns, workflows, and systems agentically. MCP isn't a buzzword to you — it's how you work.

Analytically fluent: You speak in signals, segments, and pipeline impact. ICP, TAM, SAM, and attribution models are core to how you think.

Executive-ready: You present confidently to C-suite stakeholders, adapt your message to the audience, and can hold a strategic business conversation as easily as a technical one.

Customer-obsessed: You build lasting relationships and raving fans. Your accounts don't churn because they don't want to leave.

Success Looks Like

Retention >95% across your Mid-Market book

Consistent credit consumption uplift (10%+ NRR)

Seat expansion and CSQL generation

Executive-level relationships maintained across every Mid-Market account

The listed Pay Range reflects the total cash compensation inclusive of annual base salary and annual bonus as applicable. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonus target and annual base salary for the role. This salary 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 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.