Senior Manager - Onboarding Architect
Apollo.io is hiring a Senior Manager - Onboarding Architect to oversee the post-sale experience for mid-to-high-value customers. This role is critical in transforming the early customer experience into one of clarity, speed, and value realization. You will design and build the roles and responsibilities for the function and operating model, while also executing individual contributor onboarding work to stay deeply versed in the process. You will lead implementation efforts, complex migrations, guide customers through configuration and onboarding milestones, and ensure each account is set up for long-term success.
You’ll work cross-functionally with Sales, CS, Solutions Consulting, Product, Engineering, and Support to drive strategic onboarding engagements for customers with more complex use cases or integrations. You will also contribute to documentation, playbooks, and process improvements that raise the bar across the entire onboarding org.
📝 What You’ll Do
Build Onboarding Delivery & Design
Cross-functional Orchestration
Design the onboarding strategy for mid-to-high value customers.
Define and build the roles & responsibilities (R&Rs), operating procedures, and handoffs for the onboarding function, ensuring clarity across Sales, SC, CS, Product, and Support.
Develop training curriculum, planning guides, client content, and metrics dashboards.
Partner with Product, Solutions Consultants, Customer Success, and Support teams to communicate needs, solutions, and escalations.
Maintain, manage, and build strong relationships with Partner agencies to ensure onboarding success.
Customer Enablement & Technical Support
Execute IC onboarding delivery to remain hands-on with customer workflows and process reality.
Support customers in configuring Apollo to align with their workflows.
Troubleshoot integration and configuration blockers.
Provide product and technical guidance through meetings, documentation, and asynchronous channels.
Drive successful adoption of core product features and integrations (e.g., SFDC, HubSpot).
Collaborate on setup architecture when needed.
Player-Coach Leadership & Continuous Improvement
Conduct weekly live sessions, guiding customers through the Apollo platform.
Maintain clean records and notes in CS platforms (e.g., Salesforce, Vitally, etc).
Document playbooks, checklists, and best practices to scale onboarding success.
Continuously refine the R&Rs and processes you designed, incorporating feedback and performance data.
Partner with Product, Support, and Customer Success teams to identify friction points and propose solutions.
🤷🏽♂️ What We’re Looking For
👌🏽 Required
5+ years in onboarding, implementation, or technical account management for a SaaS company, including at least 2+ years in a leadership role managing or mentoring individual contributors.
Proven experience with GTM tech stacks — including Salesforce, HubSpot, Outreach, Salesloft, Gong, and CRM integrations — is essential. Must be able to advise customers on configuration best practices and data hygiene.
Strong technical acumen — able to interpret API documentation, work with data mapping, and guide integration setup between Apollo and third-party systems (e.g., CRM, marketing automation, enrichment tools).
Hands-on experience designing and executing customer onboarding programs for mid-market to enterprise accounts — from kickoff through launch, with clear project plans and measurable outcomes.
Exceptional communication skills, both written and verbal, with executive presence and the ability to simplify complex concepts for diverse audiences (sales leaders, admins, and technical teams).
Demonstrated success working cross-functionally with Sales, Solutions Consulting, Customer Success, Product, Engineering, and Support to orchestrate end-to-end onboarding delivery.
Comfort operating in fast-paced, ambiguous environments; strong process design mindset and bias toward action and continuous improvement.
➕ Nice to Have
Prior experience implementing Apollo.io or similar GTM tools (6sense, Gong, Outreach, HubSpot, Gainsight, Amplitude, Mixpanel, Notion, Asana, Klaviyo).
Background in post-sale SaaS delivery: onboarding, solution architecture, or implementation consulting.
Familiarity with automation platforms (Zapier, Workato) or data pipelines (Snowflake, Fivetran, Hightouch).
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
$168,000—$220,000 USD
About the job
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Senior Manager - Onboarding Architect
Apollo.io is hiring a Senior Manager - Onboarding Architect to oversee the post-sale experience for mid-to-high-value customers. This role is critical in transforming the early customer experience into one of clarity, speed, and value realization. You will design and build the roles and responsibilities for the function and operating model, while also executing individual contributor onboarding work to stay deeply versed in the process. You will lead implementation efforts, complex migrations, guide customers through configuration and onboarding milestones, and ensure each account is set up for long-term success.
You’ll work cross-functionally with Sales, CS, Solutions Consulting, Product, Engineering, and Support to drive strategic onboarding engagements for customers with more complex use cases or integrations. You will also contribute to documentation, playbooks, and process improvements that raise the bar across the entire onboarding org.
📝 What You’ll Do
Build Onboarding Delivery & Design
Cross-functional Orchestration
Design the onboarding strategy for mid-to-high value customers.
Define and build the roles & responsibilities (R&Rs), operating procedures, and handoffs for the onboarding function, ensuring clarity across Sales, SC, CS, Product, and Support.
Develop training curriculum, planning guides, client content, and metrics dashboards.
Partner with Product, Solutions Consultants, Customer Success, and Support teams to communicate needs, solutions, and escalations.
Maintain, manage, and build strong relationships with Partner agencies to ensure onboarding success.
Customer Enablement & Technical Support
Execute IC onboarding delivery to remain hands-on with customer workflows and process reality.
Support customers in configuring Apollo to align with their workflows.
Troubleshoot integration and configuration blockers.
Provide product and technical guidance through meetings, documentation, and asynchronous channels.
Drive successful adoption of core product features and integrations (e.g., SFDC, HubSpot).
Collaborate on setup architecture when needed.
Player-Coach Leadership & Continuous Improvement
Conduct weekly live sessions, guiding customers through the Apollo platform.
Maintain clean records and notes in CS platforms (e.g., Salesforce, Vitally, etc).
Document playbooks, checklists, and best practices to scale onboarding success.
Continuously refine the R&Rs and processes you designed, incorporating feedback and performance data.
Partner with Product, Support, and Customer Success teams to identify friction points and propose solutions.
🤷🏽♂️ What We’re Looking For
👌🏽 Required
5+ years in onboarding, implementation, or technical account management for a SaaS company, including at least 2+ years in a leadership role managing or mentoring individual contributors.
Proven experience with GTM tech stacks — including Salesforce, HubSpot, Outreach, Salesloft, Gong, and CRM integrations — is essential. Must be able to advise customers on configuration best practices and data hygiene.
Strong technical acumen — able to interpret API documentation, work with data mapping, and guide integration setup between Apollo and third-party systems (e.g., CRM, marketing automation, enrichment tools).
Hands-on experience designing and executing customer onboarding programs for mid-market to enterprise accounts — from kickoff through launch, with clear project plans and measurable outcomes.
Exceptional communication skills, both written and verbal, with executive presence and the ability to simplify complex concepts for diverse audiences (sales leaders, admins, and technical teams).
Demonstrated success working cross-functionally with Sales, Solutions Consulting, Customer Success, Product, Engineering, and Support to orchestrate end-to-end onboarding delivery.
Comfort operating in fast-paced, ambiguous environments; strong process design mindset and bias toward action and continuous improvement.
➕ Nice to Have
Prior experience implementing Apollo.io or similar GTM tools (6sense, Gong, Outreach, HubSpot, Gainsight, Amplitude, Mixpanel, Notion, Asana, Klaviyo).
Background in post-sale SaaS delivery: onboarding, solution architecture, or implementation consulting.
Familiarity with automation platforms (Zapier, Workato) or data pipelines (Snowflake, Fivetran, Hightouch).
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
$168,000—$220,000 USD