[Hiring] Head of Deal Desk @Apollo.io

Role Description

We are looking for our first Head of Deal Desk to build and scale the function from the ground up. Today, we are early in our journey: systems are immature, processes are inconsistent, and our deal motions need structure. This role will be both highly strategic and highly hands-on: setting the vision for how we structure, approve, and accelerate deals, while rolling up your sleeves to design, test, and implement the foundations.

You’ll partner closely with Sales, RevOps, Finance, and Legal to design deal processes that balance speed, control, and profitability. As we scale, you’ll transition from building the playbook to operationalizing it automating approvals, embedding best practices, and driving efficiency across every deal.

Responsibilities

• Define and socialize the Deal Desk charter (what qualifies for support and why).
• Design and document standardized approval workflows (discounting, custom terms, multi-year).
• Publish the initial playbook (approval matrices, pricing guardrails, escalation paths).
• Align deal structures with Sales & Finance to balance growth and margin.
• Establish and track KPIs (approval cycle time, discount levels, deal velocity, margin impact).
• Provide pricing/exception insights to GTM & Finance; strengthen governance and close revenue leakage.
• Train and enable reps and managers to reduce friction and increase self-serve.
• Act as the primary POC for deal structuring; partner with Finance, Legal, RevOps, and Product on complex scenarios.
• Build and lead a small team as the function scales.
• Deliver measurable outcomes: margin protection (≥2–3 pts), higher forecast accuracy (variance ↓ vs plan), AE productivity +10–20% via faster approvals, and ≥50% fewer compliance exceptions in year one.

Qualifications

• 8+ years of experience in Revenue Operations, Deal Desk, or related commercial operations roles, ideally in SaaS.
• Experience building 0→1 processes in high-growth environments.
• Strong Salesforce/CPQ background and comfort implementing or optimizing deal desk systems.
• Proven ability to balance speed and compliance—enabling Sales to close quickly while protecting the business.
• Exceptional communication and stakeholder management skills; able to influence senior leadership.
• Analytical mindset with a bias for simplification and automation.

Success in this Role Looks Like

• Within 3–6 months: a functioning deal desk charter, approval workflow, and playbook in place.
• Within 6–12 months: measurable improvement in deal velocity, lower approval cycle times, and scalable processes embedded in systems.
• Longer term: a fully operationalized deal desk team and system, delivering insights to leadership and enabling Sales to close faster and smarter.

Benefits

• Apollo Stock Options
• Remote Work
• Dental & Vision
• Maternity Benefits
• Life/Disability
• 401K Plan
• Mental Health and EAP Assistance
• Office Equipment Allowance
• Travel Insurance

Annual Pay Range

$152,000 — $228,000 USD

Why You’ll Love Working at Apollo

At 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.