GTM Solutions Consultant II (Presales)

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. Apollo.io is hiring a Solutions Consultant II to be a trusted technical and strategic advisor across the full customer lifecycle—driving complex, high-stakes deals forward, accelerating time-to-value, and influencing long-term business outcomes. They are not only experts in solution architecture, but also serve as player-coaches who scale the impact of the SC function through mentorship, strategic influence, and reusable assets. You will partner with AEs and AMs, Sales Leadership, Customer Success, Product, and Engineering to architect end-to-end solutions—from discovery through onboarding and expansion. You will also help scale the Solution Consulting team by building reusable assets, documenting best practices, and mentoring peers. What You’ll Do • Discovery & Value Selling – Lead technical and business discovery to uncover pain, success metrics, and buying criteria. Align Apollo to ROI, operational efficiency, and revenue impact through tailored narratives and demos, presenting confidently to technical and non-technical audiences. • Sales Partnership – Co-own complex deals with AEs, influencing stakeholders, navigating buying committees, and mitigating evaluation risk through multi-threading. • POC & Trial Execution – Design and run POC-based trials that validate impact early, define success metrics, and accelerate decision-making. Bridge pre-sale and post-sale to ensure smooth onboarding and expansion readiness. • Technical Discovery & Solution Design – Engage technical stakeholders to design scalable, secure integrations. Produce system diagrams, data flows, and architecture that align with buyer objectives. Leverage REST APIs, CRM/marketing automation, and tools like Zapier to integrate Apollo into the GTM stack, decreasing customers’ time-to-value and long-term scalability. • Tooling & Product Strategy – Service as the voice of the customer advising on GTM stack optimization and bring actionable feedback from the field to influence product roadmap priorities, GTM strategy, and customer experience. • Full-funnel Solution Management – Co-create solutions that drive adoption, manage process change, and work closely with Onboarding and CS teams to mitigate post-sale risk to value realization. • Mentorship & Enablement – Coach peers on discovery, demos, and technical strategy; contribute to internal enablement sessions. Build playbooks, demo environments, templates, and competitive resources that accelerate the entire team. What We’re Looking For Required • 4–8+ years in Solution Consulting, Sales Engineering, or Technical Success, with at least 1 year in GTM tech experience and a track record of influencing complex, high-stakes SaaS deals. • Proven ability to lead technical validation with a consultative approach that reduces evaluation risk and accelerates sales velo