Senior Product Manager, Pricing, Monetization and Billing Systems

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.

As a Pricing, Monetization, and Billing Systems Product Manager at Apollo.io, you will drive revenue growth by optimizing pricing, packaging, and billing capabilities. You’ll define how Apollo monetizes, transacts, and scales globally — leading initiatives that blend strategic pricing with robust billing infrastructure.

In addition to pricing and growth responsibilities, you will act as the product manager for Apollo’s billing platform (built on Stripe) — defining and scaling capabilities across SKU catalog management, discounting, subscription and invoicing workflows, billing schedules, and pricing model flexibility. This role combines strategic influence, analytical rigor, and deep systems thinking. You’ll collaborate cross-functionally to design experiments, evolve our monetization architecture, and ensure Apollo’s pricing and billing foundation supports rapid, sustainable growth.

Responsibilities:

Pricing and Monetization
• Design and Launch Pricing & Packaging Capabilities: Own pricing and packaging initiatives end-to-end — define requirements, partner with engineering, and monitor business KPIs such as ARR, ARPU, ARPA, and NDR.
• Lead Monetization Experiments: Design and run A/B tests to optimize pricing, feature gating, freemium-to-paid conversion, upsell flows, and trial experiences.
• Drive Data-Driven Decisions: Use analytics (SQL, Amplitude, Looker) and customer research to measure and understand the revenue impact of pricing and packaging changes.
• Build Pricing Infrastructure and Governance: Create frameworks for SKU hierarchy, discounting logic, offer rationalization, and pricing governance to ensure consistency across teams.
• Inform Strategy through Market and Customer Insights: Conduct competitive pricing analysis, Win/Loss research, and Voice-of-Customer studies to inform monetization direction.
• Partner on Go-to-Market Execution: Collaborate with sales, marketing, enablement, and finance to operationalize pricing changes, build pricing tools, and deliver internal training.
• Influence and Communicate Effectively: Present monetization strategies and tradeoffs to executive leadership, ensuring alignment across product, finance, and GTM teams.

Billing Systems and Platform Ownership
• Own Apollo’s Billing Platform: Define and evolve Apollo’s end-to-end billing capabilities across one-time and recurring billing, subscriptions, invoicing, discounts, bundles, and SKU catalog.
• Partner with Engineering to Build Scalable Billing Systems: Translate business needs into product requirements that enable flexible billing runs, pricing schedules, and recurring/one-time models on Stripe.
• Build Advanced Billing Models: Implement pricing constructs such as tiers, ramps, bundles, and usage-based components in a unified billing architecture.
• Enable Usage-Based and Entitlement Billing: Define requirements for metering, usage tracking, and entitlement systems to support future pricing models.
• Create a Long-Term Vision: Establish a 2–3 year roadmap for Apollo’s billing and monetization capabilities — balancing innovation with system scalability.
• Champion a Platform Mindset: Build extensible systems that support multiple revenue motions (self-serve, rep-driven, enterprise) and integrate seamlessly with downstream finance and analytics.
• Support Change Management: Lead customer and system migrations during pricing or billing transitions, ensuring