Senior Manager - Onboarding Architect

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 Hub Spot, JD Sherman, among its board members.

Apollo.io is hiring a Senior Manager - Onboarding Architect to oversee the post‑sale experience for mid‑to‑high‑value customers. This role is critical in transforming the early customer experience into one of clarity, speed, and value realization.
You will design and build the roles and responsibilities for the function and operating model, while also executing individual contributor onboarding work to stay deeply versed in the process. You will lead implementation efforts, complex migrations, guide customers through configuration and onboarding milestones, and ensure each account is set up for long‑term success.

You’ll work cross‑functionally with Sales, CS, Solutions Consulting, Product, Engineering, and Support to drive strategic onboarding engagements for customers with more complex use cases or integrations. You will also contribute to documentation, playbooks, and process improvements that raise the bar across the entire onboarding org.

• Cross‑functional Orchestration
• Design the onboarding strategy for mid‑to‑high value customers.
• Define and build the roles & responsibilities (R&Rs), operating procedures, and handoffs for the onboarding function
  , ensuring clarity across Sales, SC, CS, Product, and Support.
• Develop training curriculum, planning guides, client content, and metrics dashboards.
• Partner with Product, Solutions Consultants, Customer Success, and Support teams to communicate needs, solutions, and escalations.
• Maintain, manage, and build strong relationships with Partner agencies to ensure onboarding success.

• Execute IC onboarding delivery to remain hands‑on with customer workflows and process reality.
• Support customers in configuring Apollo to align with their workflows.
• Troubleshoot integration and configuration blockers.
• Provide product and technical guidance through meetings, documentation, and asynchronous channels.
• Drive successful adoption of core product features and integrations (e.g., SFDC, Hub Spot).
• Collaborate on setup architecture when needed.

• Conduct weekly live sessions, guiding customers through the Apollo platform.
• Maintain clean records and notes in CS platforms (e.g., Salesforce, Vitally, etc).
• Document playbooks, checklists, and best practices to scale onboarding success.
• Continuously refine the R&Rs and processes you designed
  , incorporating feedback and performance data.
• Partner with Product, Support, and Customer Success teams to identify friction points and propose solutions.

Required

• 5+ years in onboarding, implementation, or technical account management for a SaaS company
  , including at least 2+ years in a leadership role managing or mentoring individual contributors.
• Proven experience with GTM tech stacks — including Salesforce, Hub Spot, Outreach, Salesloft, Gong, and CRM integrations — is essential. Must be able to advise customers on configuration best practices and data hygiene.
• Strong technical acumen — able to interpret API documentation, work with data mapping, and guide integration setup between Apollo and third‑party systems (e.g., CRM, marketing automation,…