Director of Sales 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 are looking for a high-energy, hands-on Director of BDR & SDRs to lead, scale, and optimize our global outbound sales development team. This role is critical to building a predictable pipeline engine for the sales organization.

You will be responsible for developing the strategy, structure, and execution of our outbound prospecting efforts, ensuring the team consistently generates high-quality meetings and pipeline aligned to revenue targets.

Key Responsibilities

• Lead and manage our global BDR/SDR organization, with a focus on pipeline generation for the Sales team
  
  
• Own outbound prospecting strategy, including territory design, account prioritization, and playbook development
  
  
• Partner with Sales and Marketing leadership to align on pipeline targets, lead quality, and conversion expectations
  
  
• Coach and develop BDR/SDR managers and individual contributors to consistently hit and exceed meeting and pipeline quotas
  
  
• Drive execution of outbound motions across phone, email, LinkedIn, and other channels
  
  
• Collaborate with RevOps to ensure accurate tracking, reporting, and performance analysis
  
  
• Work closely with Product Marketing and Demand Generation to ensure messaging and campaigns resonate with ICP and personas
  
  
• Recruit, hire, and ramp top BDR/SDR talent to scale with company growth
  
  
• Foster a culture of accountability, continuous improvement, and commercial focus within the team
  
  

Requirements

• 6+ years of experience in Sales Development or Revenue roles, with at least 2+ years in a leadership position
  
  
• Proven track record of building and scaling high-performing BDR/SDR teams that drive measurable pipeline growth
  
  
• Strong understanding of outbound prospecting strategies and tools (Apollo, Outreach, Salesloft, LinkedIn Sales Navigator, etc.)
  
  
• Experience coaching managers and frontline reps to success in a fast-paced, high-growth environment
  
  
• Commercial mindset with a deep understanding of pipeline metrics, conversion rates, and revenue alignment
  
  
• Strong collaboration skills — able to partner effectively with Sales, Marketing, and RevOps teams
  
  
• Data-driven, with the ability to analyze performance and adjust strategies accordingly
  
  
• Energy, resilience, and a passion for building high-performing teams

The listed Pay Range reflects base salary range, except for sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commission/sales bonus targets and annual base salary for the role. This pay 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 and 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$208,000—$260,000 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 cu