Head of Sales, EMEA
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.
About the role:
The Head of Sales, EMEA will be responsible for building and scaling Apollo’s revenue organisation across the region. EMEA represents one of Apollo’s most important growth opportunities. The successful candidate will lead the development and execution of the regional go-to-market strategy, expanding Apollo’s presence across key European markets while building a high-performance sales organisation capable of delivering sustained revenue growth.
This role combines strategic leadership with operational execution. The Head of Sales will define regional priorities, establish scalable sales motions across SMB, Mid-Market, and Enterprise segments, and ensure the team is operating with the rigor and discipline required to build a repeatable revenue engine.
A key priority for the role will be building and developing a world-class sales outbound sales team and motion across EMEA. This includes hiring and coaching a team of account managers and executives, and creating a culture of accountability, performance, and continuous improvement.
Responsibilities:
- Own and deliver the EMEA revenue target, including new ARR, expansion revenue, and overall quota attainment across all segments.
- Build a predictable revenue engine with strong pipeline coverage, disciplined deal management, and accurate forecasting.
- Recruit, hire, and develop a high-performing EMEA sales organisation, including frontline managers, and Account Executives.
- Establish a high-performance culture focused on accountability, data-driven decision-making, and consistent execution.
- Define and execute the EMEA go-to-market strategy, including segmentation, market prioritization, and coverage models.
- Identify priority geographies and vertical markets to accelerate regional growth.
- Partner closely with marketing leadership to ensure strong pipeline generation and demand creation across the region.
- Drive rigorous pipeline inspection, forecasting accuracy, and sales performance management.
- Partner with Revenue Operations to optimize territory design, capacity planning, and quota allocation.
Qualifications:
- 12–15+ years of experience in B2B SaaS or technology sales, with a strong track record of consistently exceeding revenue targets.
- 7+ years of sales leadership experience, including managing first-line leaders across multiple geographies.
- Proven success leading regional or international sales organizations, ideally across Europe, the Middle East, and Africa.
- Demonstrated experience scaling revenue in high-growth SaaS environments, particularly in companies transitioning from PLG / SMB to enterprise scale.
- Track record of building and scaling sales teams, including hiring, onboarding, and developing high-performing Account Executives and sales leaders.
- Experience operating within modern go-to-market organizations, including close collaboration with SDR, marketing, customer success, and partnerships teams.
- Experience working in companies with product-led growth (PLG) / Sales Led Growth hybrid sales models is highly desirable.
- Experience in the Revenue Technology sector is also highly desirable.
We are AI Native
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 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.
Learn more here!