Principal Product Manager, Apollo.io
Expansion
Sales intelligence and engagement platform
Posted today
Sales intelligence and engagement platform
1001+ employees
Posted today
1001+ employees
Company mission
To build the future of go-to-market solutions.
Role
Who you are
- Proven Experience in Product Growth: 7+ years of experience in product management within B2B SaaS, with a focus on customer expansion, upsell/cross-sell strategies, and increasing customer lifetime value. Familiarity with Amplitude or similar analytics tools is highly valued
- Strong Analytical Skills: Ability to independently analyze data, identify growth opportunities, and make actionable product decisions. A background in data science, statistics, or a related field is beneficial
- Track Record of Success: Demonstrated success in driving expansion initiatives that increase feature adoption, upsell rates, and customer retention in a fast-paced environment
- Collaborative Leadership: Exceptional cross-functional collaboration skills, working effectively with engineering, design, sales, customer success, and marketing teams to drive cohesive expansion strategies
- B2B SaaS Expertise: Deep understanding of self-serve B2B SaaS products, growth metrics, and customer expansion strategies, with a focus on product-led growth and revenue optimization
What the job involves
- Apollo.io is seeking a Principal Product Manager, Expansion to take ownership of driving user expansion within our product-led growth journey. In this role, you will develop strategies and initiatives to convert existing users into more engaged, higher-value customers by driving upsell, cross-sell, and feature adoption at scale
- As a key leader within Apollo’s growth organization, you will collaborate across teams to design and execute a world-class expansion strategy that maximizes the lifetime value of our customers. You’ll work closely with product managers, designers, engineers, researchers, and analysts to optimize experiences that drive expansion, retention, and revenue growth
- Expansion Strategy & Execution: Define and lead the vision, strategy, and roadmap for customer expansion, focusing on increasing feature adoption, driving upsells, and identifying cross-sell opportunities to maximize user value
- Data-Driven Product Decisions: Use both quantitative and qualitative research to uncover opportunities within the expansion funnel. Continuously track and optimize key expansion metrics to increase product usage and expand customer accounts
- Cross-Functional Leadership: Collaborate with product, engineering, design, sales, and customer success teams to execute initiatives that enhance user expansion opportunities, foster deeper engagement, and drive long-term value
- Optimization of Expansion Metrics: Define, monitor, and optimize key metrics such as upsell/cross-sell rates, feature adoption, and customer lifetime value to ensure the ongoing success of Apollo’s product-led growth initiatives
- Customer-Centric Design: Work closely with customer success, marketing, and support teams to develop seamless, value-driven user experiences that increase product usage, adoption of premium features, and drive overall account expansion
Our take
Apollo's sales intelligence and engagement platform integrates with companies’ existing internal tools, such as LinkedIn, Salesforce and Hubspot, to increase and optimize sales and marketing leads. Rather than simply employing a volume-heavy approach to leads, Apollo’s software allows users to focus on more convertible prospects, while automating task management and workflow.
The company launched in 2015 and grew steadily in its early years, but the period since 2021 has seen it enter a rapid scale up. Now its customer base includes the likes of Autodesk, Stripe, Docusign and Yelp.
Apollo now intends to keep the upward momentum going, having secured major funding in mid-2023 and is also investing heavily in India as its R&D center, where there’s a burgeoning pool of tech talent. In early 2023, Apollo reported record revenue numbers and appointed a new CPO, indicating a solidification of these aims.
Kirsty
Company Specialist
Insights
Few candidates hear
back within 2 weeks
75% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Aug 2023
$100m
SERIES D
Mar 2022
$110m
SERIES C
Total funding: $251.2m
Company benefits
- Remote first
- Great compensation package and culture
Company values
- Be Customer Obsessed - We are obsessed with how to make our customers successful. Every decision we make should be in service of our customer’s success, as their success comes hand-in-hand with ours.
- Speak and Act Courageously - We aren’t afraid to fail; we are more afraid not to try. We admire team members who take calculated risks and experiment. We aren’t afraid to challenge the status quo.
- Take Ownership - We acknowledge that this is OUR company. Nothing is ever “someone else’s problem”: if we see a gap, we are proactive in addressing it. We uphold excellence and are accountable to each other and to ourselves.
- Learn Voraciously - We are always curious, seeking out opportunities to learn and to better ourselves. We adopt a growth mindset and are motivated by the gaps we see in ourselves and our businesses.
- Move with Focus and Urgency - We identify the few things which will have the biggest impact, and move fast to achieve them.
- We are all for one - We win and lose as one team. We rally around people and invest in each others’ growth: whether it’s celebrating wins, lending a hand or giving constructive feedback.
Company HQ
SoMa, San Francisco, CA
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