[Remote] Head of Deal Desk at Apollo.io

United States

Apply Now

Not SpecifiedCompensation

N/AExperience Level

N/AJob Type

Not SpecifiedVisa

N/AIndustries

Requirements

8+ years of experience in Revenue Operations, Deal Desk, or related commercial operations roles, ideally in SaaS
Experience building 0→1 processes in high-growth environments
Strong Salesforce/CPQ background and comfort implementing or optimizing deal desk systems
Proven ability to balance speed and compliance—enabling Sales to close quickly while protecting the business
Exceptional communication and stakeholder management skills; able to influence senior leadership
Analytical mindset with a bias for simplification and automation

Responsibilities

Define and socialize the Deal Desk charter (what qualifies for support and why)
Design and document standardized approval workflows (discounting, custom terms, multi-year)
Publish the initial playbook (approval matrices, pricing guardrails, escalation paths)
Align deal structures with Sales & Finance to balance growth and margin
Establish and track KPIs (approval cycle time, discount levels, deal velocity, margin impact)
Provide pricing/exception insights to GTM & Finance; strengthen governance and close revenue leakage
Train and enable reps and managers to reduce friction and increase self-serve
Act as the primary POC for deal structuring; partner with Finance, Legal, RevOps, and Product on complex scenarios
Build and lead a small team as the function scales
Deliver measurable outcomes: margin protection (≥2–3 pts), higher forecast accuracy (variance ↓ vs plan), AE productivity +10–20% via faster approvals, and ≥50% fewer compliance exceptions in year one

Skills

Apollo.io

Sales intelligence and engagement platform

About Apollo.io

Apollo.io provides a platform designed to enhance sales processes and improve outreach for businesses. Its main features include prospecting intelligence, which helps users identify and research potential leads, and enrichment job change alerts that keep databases accurate with extensive data points. The platform also offers sales engagement analytics, allowing users to create multi-channel outreach sequences. Additionally, Apollo.io supports API integrations for data enrichment and custom workflows. Unlike many competitors, Apollo.io focuses on a subscription-based model that offers various pricing tiers, catering to both small businesses and large enterprises. The company's goal is to optimize sales strategies and increase revenue for its clients while ensuring data privacy and security through compliance with industry standards.

San Francisco, CaliforniaHeadquarters

2015Year Founded

$244.3MTotal Funding

SERIES_DCompany Stage

Enterprise Software, CybersecurityIndustries

1,001-5,000Employees

Benefits

Health Insurance

Dental Insurance

Vision Insurance

Flexible Spending Account (FSA)

Health Savings Account (HSA)

Financial Planning

Risks

Rapid growth may strain Apollo.io's operational capabilities and customer service.

New executive hires could lead to strategic shifts misaligned with customer expectations.

Emerging competitors like Zitadel may challenge Apollo.io's market position.

Differentiation

Apollo.io offers verified contact data for over 210 million B2B contacts.

The platform integrates sales intelligence with engagement tools in one unified solution.

Apollo.io's compliance with ISO, SOC 2, and GDPR ensures high data security standards.

Upsides

Apollo.io ranked 125 on the 2024 Deloitte Technology Fast 500 with 954% growth.

The company raised $250 million, reaching a valuation of $1.6 billion.

Apollo.io's multi-channel outreach aligns with rising sales engagement trends.

Land your dream remote job 3x faster with AI

Try Jobo Free