Director of Pricing and Packaging

Director of Pricing and Packaging

Company: Apollo.io
Location: Tier 1 US Locations (San Francisco, New York City, Seattle) OR Tier 2 US Locations
Pay Range: Tier 1: $251,800—$314,600 USD OTE; Tier 2: $218,900—$273,600 USD OTE

About Apollo.io

Apollo.io is the leading go-to-market solution for revenue teams, trusted by over 500,000 companies and millions of users globally. Founded in 2015, Apollo.io is one of the fastest-growing SaaS companies, valued at $1.6 billion. Our platform provides sales and marketing teams with access to verified contact data for over 210 million B2B contacts and 35 million companies, along with tools to engage and convert them. We help revenue professionals find accurate contact information and automate outreach, turning prospects into customers. Apollo raised a Series D in 2023, backed by top-tier investors including Sequoia Capital and Bain Capital Ventures.

Your Role & Mission

As the Director of Pricing and Packaging, you will lead the development of Apollo.io’s global pricing frameworks. You will work cross-functionally with Product, Sales, and Finance to optimize pricing strategies for new and existing product lines. Your strategic insights will be critical in aligning our pricing approach with the Product-Led Growth (PLG) model and usage-based pricing.

Responsibilities

• Lead the development and implementation of global pricing strategies that support business goals.
• Collaborate closely with Product, Sales, and Finance teams to create effective pricing models for new and existing products.
• Define and refine monetization strategies to drive revenue growth, aligned with our PLG vision and usage-based pricing approaches.
• Partner with external pricing consultants to evaluate and improve our pricing structure.
• Lead business case creation for new initiatives across multiple product categories, ensuring profitability and growth.

Skills & Expertise

• 7+ years of experience in pricing strategy, monetization, and commercial excellence within SaaS, fintech, or payments industries.
• Proven success in building and leading high-performance teams delivering EBITDA growth.
• Strong track record of structuring and implementing pricing models that drive revenue.
• Experience in cloud-based product monetization and transformation to usage-based pricing.
• Excellent collaboration and negotiation skills, with a history of managing high-value partnerships.

Pay Range & Benefits

• Pay Range: The listed Pay Range reflects total cash compensation (OTE for sales roles), inclusive of annual base salary and annual bonus/commissions. The range will be narrowed based on candidate experience, qualifications, and location. International applicants can request their location's salary range.
• Tier 1 (SF, NYC, Seattle): $251,800—$314,600 USD
• Tier 2 (All other US): $218,900—$273,600 USD
• Additional Benefits: 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.

We are AI Native

Apollo.io is an AI-native company built on a culture of continuous improvement. We leverage AI and automation to drive productivity for our customers and expect the same mindset from our team. You'll thrive here if you're energized by finding smarter, faster ways to get things done.

Why You’ll Love Working at Apollo

• Shared Mission: We are driven by a shared mission to help customers unlock their full revenue potential.
• Extreme Ownership: We take ownership of our work.
• Focus & Urgency: We move with focus and urgency.
• Learn Voraciously: We continuously learn to stay ahead.
• Growth & Impact: We invest in your growth, providing resources, support, and autonomy to own your role and make an impact.
• Collaboration: We are "all for one," fostering a collaborative environment across departments.
• Bold Ideas: We encourage bold ideas and courageous action, empowering you to experiment and drive wins.