Responsibilities

• Own enablement strategy across the sales cycle. Partner with Sales, Sales Enablement, and Post-Sales leaders to identify enablement gaps across every stage — from discovery and demo through onboarding, adoption, and expansion — and build the content, collateral, and programs that close them.
• Be the PMM closest to upmarket deals. Embed with AEs, SEs, and CSMs working mid-market and enterprise accounts. Listen to or join customer calls, review lost-deal analyses, and synthesize what you hear into sharper positioning, battle cards, and rep guidance tailored to upmarket buyer dynamics.
• Build the collateral library that sellers actually pull from. Own the full stack of customer-facing assets for upmarket solution selling — one-pagers, pitch decks, demo scripts, ROI tools, FAQs, and more.
• Lead competitive and category positioning for upmarket motions. Develop messaging and proof points that differentiate Apollo against the incumbents enterprise buyers compare us to, and arm reps with the talking points and content they need to win those conversations.
• Drive Post-Sales enablement and expansion plays. Partner with Customer Success and Account Management to build the materials that drive adoption, justify renewal, and unlock expansion — including QBR templates, value-realization frameworks, and use case playbooks mapped to customer maturity.
• Translate product launches into rep-ready moments. Partner with PMMs responsible for each product line to build launch content for upmarket readiness. Go beyond the announcement: define the sales narrative for upmarket, build the demo flow, and partner with sales to measure whether reps are actually pitching and closing on the new capability.
• Run a tight feedback loop with the field. Establish standing rituals — rep office hours, win/loss debriefs, deal reviews, CSM syncs — that surface what's working, what's broken, and what to build next. Bring those insights back to PMM and PM to influence the roadmap.
• Operate as a strategic partner, not an order-taker. Develop a strong POV on where Sales and Post-Sales most need PMM investment, prioritize ruthlessly, and push back constructively when requests don't ladder up to revenue impact.

Requirements

• 7+ years of B2B SaaS experience in either a direct PMM role, enablement, sales, or customer success role.
• Experience supporting upmarket, mid-market, or enterprise GTM motions — you understand how larger deals are won and what sellers need at each stage
• Comfort and credibility with sellers and CSMs — you've sat in on customer calls, joined QBRs, and earned the field's trust as a go-to resource
• Sharp competitive instincts and the ability to translate product depth into clear, confident messaging that helps reps differentiate
• Excellent writing and storytelling — you can take a dense product capability and turn it into a one-pager a rep can pitch in five minutes
• Analytical mindset — you connect content usage, deal outcomes, and customer feedback into a clear point of view on what's working
• Ownership mentality, bias for action, and comfort operating in a fast-paced environment with shifting priorities
• AI savvy is a must. You should have experience using AI tools to scale your work.

Preferred

• Experience marketing to sales, RevOps, or GTM personas — you've sold to the people we sell to
• Familiarity with sales tech, revenue tech, B2B data, or outbound prospecting tools

Benefits

• 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.