Manager, Business Development

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 Role

We’re looking for a hands-on BDR Manager to lead our outbound sales development team and drive real pipeline impact. This is a true frontline role — you’ll be in the trenches daily coaching reps, jumping into calls, reviewing workflows, and helping unblock deals in real time.

Your goal is to build confident BDRs, hit pipeline targets, and create a repeatable outbound motion that works.

Key Responsibilities

• Directly manage a team of BDRs with ownership of daily activity, meetings booked, and pipeline created

• Coach reps through live call reviews, role plays, deal strategy, and outbound messaging

• Run weekly 1:1s, team meetings, pipeline reviews, and performance coaching sessions

• Help reps prioritize accounts, personalize outreach, and execute effective multi-channel prospecting

• Be hands-on with outbound motions across phone, email, social

• Support onboarding and ramp for new hires — ensuring reps are productive fast

• Partner closely with Sales Managers to align on ICP, handoffs, and opportunity quality

• Track team performance and quickly course-correct when activity or conversions dip

• Hire, develop, and retain top BDR talent

• Create a high-accountability, high-energy culture focused on growth and results

Requirements

• 4+ years of experience in Sales Development or Revenue roles, with at least 2+ years in a leadership position

• Proven experience coaching individual contributors to quota in a high-growth environment

• Strong outbound fundamentals, you know what good prospecting looks like because you’ve done it

• Comfortable running call coaching, deal strategy sessions, and activity reviews

• Data-informed but people-first, you use metrics to coach

• Experience with outbound tools like Apollo, Outreach, Salesloft, LinkedIn Sales Navigator, etc.

• Clear communicator who can give direct feedback and motivate reps through challenges

• High energy, resilient, and passionate about developing early-career sales talent

The listed Pay Range reflects the total cash compensation inclusive of annual base salary and annual bonus as applicable. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonus target and annual base salary for the role. This salary range may be inclusive of several career levels at Apollo and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location. Applicants interested in this role who are not located in the US may request the annual salary range for their location during the interview process.

Additional benefits for this role may include: equity; company bonus or sales commissions/bonuses; 401(k) plan; at least 10 paid holidays per year, flex PTO, and parental leave; employee assistance program and wellbeing benefits; global travel coverage; life/AD&D/STD/LTD insurance; FSA/HSA and medical, dental, and vision benefits.

Annual Pay Range

$169,900—$212,000 USD

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!