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 accuracy, compliance, and minimal disruption.
• Stay Ahead of Industry Trends: Continuously evaluate best practices in SaaS billing, monetization models, and pricing infrastructure to keep Apollo’s platform future-ready.
Qualifications & Experience:
• 6+ years of experience in Product Management, preferably in Monetization, Billing Systems, Pricing, or Product-Led Growth (PLG) at a B2B SaaS company.
• Hands-on experience with Stripe or similar billing platforms, including subscription logic, invoicing, discounting, and pricing APIs.
• Proven success building B2B billing products for one-time and recurring use cases, including pricing models, billing runs/schedules, and subscription management, ramps, tiers, bundles, usage-based pricing etc.
• Deep understanding of how B2B SaaS businesses transact — from self-serve purchases to enterprise contracts, renewals, and expansions.
• Demonstrated ability to build pricing governance and infrastructure, ensuring clarity and consistency across offers.
• Financial acumen: experience with profitability modeling, unit economics, and forecasting revenue impact of pricing decisions.
• Strong analytical and research skills; experienced with both quantitative (SQL, Looker, Amplitude) and qualitative (VoC, interviews, market studies) methods.
• Proven ability to lead cross-functional alignment with engineering, finance, GTM, and leadership teams.
• Excellent communication and storytelling skills — able to influence and drive consensus on complex pricing and system topics.
• Highly curious, structured, and execution-oriented; comfortable operating in fast-paced, high-growth environments.
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.
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 customers—and we expect the same mindset from our team. If you're energized by finding smarter, faster ways to get things done using AI and automation, you'll thrive here.
Why You’ll Love Working at ApolloAt Apollo, we’re driven by a shared mission: to help our customers unlock their full revenue potential. That’s why we take extreme ownership of our work, move with focus and urgency, and learn voraciously to stay ahead.
We invest deeply in your growth, ensuring you have the resources, support, and autonomy to own your role and make a real impact. Collaboration is at our core—we’re all for one, meaning you’ll have a team across departments ready to help you succeed. We encourage bold ideas and courageous action, giving you the freedom to experiment, take smart risks, and drive big wins.
If you’re looking for a place where your work matters, where you can push boundaries, and where your career can thrive—Apollo is the place for you.
Learn more here!
Top Skills
Similar Jobs at Apollo.io
What you need to know about the Seattle Tech Scene
Key Facts About Seattle Tech
- Number of Tech Workers: 287,000; 13% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Amazon, Microsoft, Meta, Google
- Key Industries: Artificial intelligence, cloud computing, software, biotechnology, game development
- Funding Landscape: $3.1 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Madrona, Fuse, Tola, Maveron
- Research Centers and Universities: University of Washington, Seattle University, Seattle Pacific University, Allen Institute for Brain Science, Bill & Melinda Gates Foundation, Seattle Children’s Research Institute
