Senior Manager, Lead Management

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.

About the Company

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 in SaaS, raising approximately $250 million to date and valued at $1.6 billion. Apollo.io provides sales and marketing teams with 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 a unified platform. By helping revenue professionals find accurate contact information and automate outreach, 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 counts JD Sherman, former President and COO of HubSpot, among its board members.

About the Role

We are seeking a collaborative and process-driven Senior Manager of Lead Management to align marketing and sales teams by gathering requirements from sales and ensuring robust lead tracking, scoring, and handoff processes. This role will optimize the lead lifecycle to enhance pipeline velocity and conversion rates, working closely with Marketing Operations and Analytics & Intelligence teams. The ideal candidate is a relationship-oriented leader with expertise in demand generation, lead management, and a passion for building seamless go-to-market processes in a high-growth environment.

Key Responsibilities

Sales Requirements & Alignment

• Collaborate with sales leadership to gather and prioritize requirements for lead qualification, scoring, and segmentation, aligning with customer lifecycle stages for outbound efforts.
• Translate sales needs into actionable specifications for the Senior Manager of Marketing Operations and Analytics & Intelligence teams to implement.
• Establish service-level agreements (SLAs) for lead handoff and follow-up, ensuring seamless integration with Revenue Operations and accountability across teams.

Lead Tracking & Scoring

• Partner with Analytics & Intelligence to develop and refine lead scoring models, leveraging sales feedback, third-party data (TPM), and performance metrics from the Apollo marketing database.
• Collaborate with the Senior Manager of Marketing Operations to operationalize tracking systems for lead engagement across channels, ensuring integration with go-to-market tools (e.g., CRM, marketing automation platforms).
• Monitor lead quality, conversion metrics, and database accuracy, iterating on processes to improve outcomes and ensure data cleanliness.

Pipeline Optimization

• Oversee lead nurturing programs, ensuring personalized and timely engagement to move prospects through the funnel, supported by nurture consulting from the Global Campaign and Demand Gen Support team.
• Work with the Marketing Lead Engineer to integrate innovative tools and the custom marketing control plane for advanced lead management capabilities.
• Identify and resolve bottlenecks in the lead-to-revenue pipeline, accelerating conversion cycles and enhancing sales handoffs.

Team Leadership & Collaboration

• Mentor and guide a team of lead management professionals, fostering a culture of collaboration, innovation, and results-orientation.
• Develop KPIs and dashboards in collaboration with Analytics & Intelligence to track lead management performance, contributing to senior leadership reporting.
• Support the Senior Manager of Marketing Operations in maintaining the Apollo marketing database and managing the global communication preference center for opt-in/opt-out compliance.
• Collaborate with cross-functional teams to align lead management with global campaign strategies and operational excellence initiatives.

Qualifications

• 7+ years of experience in demand generation, lead management, or related roles, with at least 3 years in a management or leadership position.
• Strong expertise in lead scoring, tracking systems, and marketing automation platforms (e.g., HubSpot, Marketo, Salesforce).
• Experience managing or leveraging marketing databases, ensuring integration with go-to-market tools and compliance with data regulations.
• Proven ability to align marketing and sales teams in a B2B SaaS environment, with a focus on lifecycle-based segmentation and outbound targeting.
• Strong collaboration and communication skills, with the ability to translate sales needs into technical requirements for operations and analytics teams.
• Solid analytical skills with experience in performance reporting and data-driven decision-making.
• Bachelor’s degree in marketing, business, or a related field; advanced certifications (e.g., marketing automation, PMP) a plus.

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!

Originally posted on Himalayas