Go-To-Market Engineer I, SMB

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. We're looking for a GTM Engineer to join Apollo's SMB team — a rare blend of outbound campaign strategist, AI-native systems builder, and trusted customer advisor. This role is for someone who thrives at the intersection of modern go-to-market execution and intelligent automation: designing and deploying scalable intervention playbooks that drive adoption, credit consumption, and revenue growth across a high-volume book of accounts. The GTM Engineer is Apollo's improvement on the CSM: a success architect who doesn't just manage relationships — they build the systems that make those relationships scale. What You'll Do Own customer outcomes post-sale: GRR (95%+), NRR, product adoption, and credit consumption growth across your Managed book of accounts. Design and execute GTM campaigns at scale: Build layered, signal-based outbound workflows — from ICP definition and enrichment logic through to messaging, sequencing, and feedback loops — that drive measurable pipeline and expansion. Turn usage data into interventions: Use product telemetry (Apollo, Vitally, Hex) and behavioral signals to identify adoption gaps, expansion triggers, and churn risk across your book — and act on them before customers ask you to. Configure Apollo to power AI-driven workflows: Build agentic systems — with appropriate QA and guardrails — that automate and optimize outreach, credit consumption, and seat expansion plays for your accounts. Advise customers on GTM strategy: Partner with RevOps, Sales, and Marketing contacts to align Apollo to their pipeline and revenue objectives — and prove ROI with measurable lift. Build for the team, not just your book: Create playbooks, campaign templates, and reusable assets that make the entire Managed team more effective. Who You Are 4+ years in RevOps, Growth, Sales Development, or GTM consulting — with a track record of owning campaign performance and customer outcomes. AI-native: You're currently designing GTM campaigns, workflows, and systems agentically. You've built with tools beyond foundational models — MCP, n8n, Clay, Bolt, or Lovable — and you understand how to apply QA and guardrails to ensure your systems perform reliably. A systems thinker: You spot inefficiencies, rebuild broken workflows, and design for repeatability. You don't just execute playbooks — you improve them. Data-fluent: You make decisions from signals, not gut feel. ICP, TAM, SAM, conversion rates, and attribution models are core to how you think about GTM performance. Execution-obsessed: You manage a high-volume book with discipline — structured weekly rhythms, clear prioritization, and a bias toward impact over activity. Customer-facing and outcome-oriented: You build relationships that stick and measure your success by your customers' results, not just your own activity metrics. 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…