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.
Position Overview
The Head of Renewals will lead the renewals function, ensuring predictable recurring revenue and an exceptional customer renewal experience. This leader will manage a team of Renewal Managers and Specialists, partner cross-functionally with Customer Success, Sales, and Finance, and own the strategy, forecasting, and execution of renewals across all customer segments.
This is a high-impact role that combines strategic planning, commercial acumen, and operational leadership to maximize retention and growth within our existing customer base.
Key Responsibilities
- Own and execute the renewals strategy, ensuring high on-time renewal and retention rates.
- Manage, coach, and develop a high-performing team of renewal professionals.
- Partner cross-functionally with Customer Success, Sales, Finance, and Legal to deliver seamless renewal experiences.
- Build and maintain renewal playbooks, forecasting models, and performance dashboards to drive visibility and accountability.
- Forecast renewal revenue accurately and report retention metrics to senior leadership.
- Analyze churn and retention data to identify trends, root causes, and process improvement opportunities.
- Lead contract negotiation and pricing discussions to optimize renewal outcomes.
- Drive automation and process efficiency, working with RevOps and Systems to optimize CRM and CPQ tools.
- Collaborate with Product and Marketing to feed customer insights into roadmap and value communication strategies.
Key Competencies
1. Commercial Acumen
Strong understanding of SaaS revenue mechanics — ARR, churn, gross and net retention, and expansion. Balances customer value with business outcomes.
- Anticipates renewal risks and acts proactively.
- Uses financial and operational data to inform decisions.
- Understands pricing, contract structure, and revenue impact.
- Demonstrates strong negotiation and business judgment.
2. Leadership & Team Development
Builds, coaches, and leads a high-performing renewals team.
- Sets clear KPIs and performance expectations.
- Provides coaching and development opportunities.
- Fosters a culture of accountability and collaboration.
- Leads with empathy and resilience through change.
3. Operational Excellence
Designs and manages scalable, efficient, and predictable renewal processes.
- Implements consistent renewal workflows and automation.
- Drives forecasting accuracy and process discipline.
- Partners with RevOps to optimize systems and tools.
- Continuously improves renewal processes to support scale.
4. Customer Centricity
Aligns renewal success with customer value and satisfaction.
- Partners with CS to ensure adoption and value realization.
- Builds trusted relationships to support long-term retention.
- Handles escalations with a solution-oriented mindset.
- Uses customer feedback to influence product and pricing.
5. Collaboration & Influence
Works cross-functionally to align strategy, process, and outcomes.
- Partners with Sales, Finance, and Legal on renewals.
- Communicates clearly and persuasively across teams.
- Influences through insight and data, not authority.
- Builds trust and alignment with internal stakeholders.
Qualifications
- 7–10+ years of experience in B2B SaaS renewals, account management, or customer success, with 3+ years leading teams.
- Proven track record of achieving or exceeding renewal and retention targets.
- Experience scaling a renewals function in a high-growth SaaS environment.
- Strong proficiency with Salesforce, CPQ, Gainsight, or similar tools.
- Excellent analytical, communication, and stakeholder management skills.
- Bachelor’s degree required; MBA or equivalent preferred.
- Gross Revenue Retention (GRR)
- Net Revenue Retention (NRR)
- On-Time Renewal Rate
- Upsell / Cross-Sell Contribution
- Forecast Accuracy
- Team Engagement & Productivity
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!
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What the Team is Saying
What We Do
Apollo is a $1.6B AI-powered sales platform that helps revenue teams find and engage leads, automate outreach, manage deals, and enrich data — all in one place. Known for its industry-leading B2B database of more than 210 million contacts and 35 million companies, Apollo’s end-to-end platform helps businesses of all sizes unlock their full market potential with unparalleled precision and ease.
Trusted by 500,000+ companies, including Autodesk, Cyera, and DocuSign, Apollo is building the number one go-to-market platform to make the sales process intelligent, turnkey, and accessible for all. Visit [apollo.io](http://apollo.io/) to learn more.
Why Work With Us
Apollo is building the #1 AI-powered go-to-market platform, trusted by 500,000+ companies. We move fast, invest in our people, and promote from within. You'll work on meaningful problems with a curious, driven team that values ownership, growth, and impact. Join us and help shape the future of sales.
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Hybrid Workspace
Employees engage in a combination of remote and on-site work.
We offer both remote and in-person roles, so you can work from home or from one of our growing office hubs.
