The opportunity

Apollo is becoming the system go-to-market teams run on.

That only works if large customers trust the system. They need to know who can see what, who can do what, how territories are governed, how books of business are assigned, how managers control their teams, and how admins configure the product without opening a support ticket.

Today, that layer is too fragmented. Some controls live in feature flags. Some live in team settings. Some live in one-off product surfaces. Some are under-instrumented. Some work for SMBs but do not yet hold up for large, complex GTM organizations.

You will build the control plane for Apollo’s rep org.

That means permissions, roles, admin workflows, manager controls, territory and assignment, and the enterprise governance layer that helps Apollo win bigger customers, expand seat count, and move upmarket faster.

This is one of the highest-leverage product areas at Apollo. It is also one of the messiest. There is no perfect inherited system. There is no clean playbook. The right person will see that as the reason to join.

You will report to the Senior Director of Product for the Rep Org.

Why this role is different

Most PM roles start with a defined surface and ask you to optimize it.

This role is closer to a founder problem.

Apollo has the usage, data, workflows, and GTM pull to become the operating system for sales teams. But to serve larger companies, we need a real enterprise control plane. Not a collection of toggles. Not a support-driven configuration maze. Not a set of one-off exceptions that only a few people understand.

You will define the system, set the standard, and ship the capabilities that let Apollo serve customers many times larger than its current core.

The work is deeply product, deeply technical, and deeply commercial. When this works, customers trust Apollo more, admins need less support, managers get more control, reps operate with the right guardrails, and enterprise deals get easier to win.

This is not a “write specs and manage tickets” role. It is a role for someone who wants to take a critical, ambiguous, underbuilt layer of the company and turn it into something obvious, durable, and excellent.

What you’ll own

• The vision and roadmap for how Apollo governs access across the rep org: permissions, roles, admin, managers, territory, and assignment.
• A standard permission model that replaces fragmented flags and team-level toggles with one clear enforcement path.
• The admin experience for Users & Teams, roles, access, provisioning, settings, and core configuration workflows.
• The manager experience that gives frontline leaders real control over their teams’ books, territories, access, and operating model.
• Territory and assignment that can stand up to enterprise CRM models, including multi-territory logic and parity with Salesforce and equivalent systems.
• The governance, scoping, and least-privilege controls that turn “Apollo cannot support our org structure” into “Apollo is ready for us.”
• The instrumentation, standards, and product quality bar that make controls a platform the rest of Apollo can build on.

Your first year

Within 3 months:

• Baseline enterprise ARR blocked by weak admin, permission, territory, and governance controls across pipeline, closed-lost reasons, expansion blockers, implementation escalations, and security review friction.
• Identify and validate 3–5 enterprise readiness levers with a path to $10M+ influenced ARR across closed-won, expansion, and retention.

Within 6 months:

• Influence $5M+ in closed-won or expanded Org / enterprise ARR by removing admin, permission, territory, or governance blockers.
• Increase average seat count on target Org / enterprise deals by 25%+ where Admin & Enterprise Readiness capabilities are used.
• Reduce control-related deal friction by 40%+, measured by stalled deals, closed-lost reasons, security / admin objections, or implementation escalations.

Within 12 months:

• Influence $15M+ in closed-won or expanded Org / enterprise ARR.
• Increase average seat count on target Org / enterprise deals by 50%+ where Admin & Enterprise Readiness capabilities are used.
• Reduce control-related deal friction by 60%+ against baseline.

What we’re looking for

• Heavy upmarket GTM tooling experience. You have built or worked closely on sales tech, CRM, revenue, or GTM systems products such as Salesforce, Outreach, Salesloft, HubSpot, Gong, Clari, ZoomInfo, or similar.
• Experience serving mid-market and enterprise customers, not only SMB.
• 3+ years of product management with real ownership from strategy through launch, adoption, iteration, and measurement.
• Experience with platform, admin, permissions, governance, RBAC, permission models, admin consoles, provisioning, SSO / SCIM, multi-tenant scoping, or enterprise-readiness products.
• Strong systems thinking. You have proof that you can take a fragmented surface and turn it into one standard that other teams adopt.
• A track record of outcomes that moved a business, not just features that shipped.
• High agency in ambiguity. You are drawn to unowned, high-stakes problems.
• Strong product taste. You care about making complex systems feel simple.
• Comfort making tradeoffs across teams and saying no to the next one-off.
• Hands-on comfort with data, prototyping, and AI tools to validate direction quickly.

Bonus

• You have owned identity, access, governance, or admin products at enterprise scale.
• You have helped a company move upmarket by shipping the platform capabilities larger customers needed to trust the product.
• You know GTM systems deeply: territory, assignment, book of business, CRM permissions, manager controls, and RevOps workflows.
• You have worked with Salesforce territory / permission models or equivalent CRM administration systems.
• You have founder or builder experience, even if the company did not work out.
• You have operated close to RevOps, Sales Ops, IT admins, security teams, or enterprise buyers.