Apollo.io

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. YOUR ROLE & MISSION As a Senior Backend Engineer, you will be a critical part of our growing company, working on a cross-functional team to implement best practices in technology, architecture, and process. You'll have the chance to work in an open and collaborative environment, receive and give hands-on mentorship and have opportunities to grow and accelerate your career. You love both learning and teaching. In this role, you will be interfacing with design, front-end, analytics, as well as teams outside of Engineering. You enjoy working cross functionally to solve hard problems and make an impact. At Apollo, you strive for quality, and are obsessed with improving quality, automation, and squashing any bugs that sneak through. You have a drive to constantly investigate performance improvements and innovative ideas. Our tech stack is React/Redux/NodeJS on the front end, Ruby/Ruby on Rails/MongoDB/Redis/Elasticsearch on the backend, and Kubernetes/Docker/Ansible/Terraform in infrastructure. DAILY ADVENTURES & RESPONSIBILITIES - Design and implement highly scalable backend endpoints - Gather product requirements and write design docs to satisfy product needs - Drive/Lead full lifecycle of software development: product requirements, architecture, solution design, development, quality assurance, and maintenance - Mentor others on best practices and effectively share knowledge - Ability to effectively communicate development progress to the product lead, engineering manager, and other stakeholders - Be comfortable introducing new technologies and new ideas as required - Work effectively as part of a large global team - Attend and engage in scrum ceremony meetings, team parties, and manager 1:1s - Provide feedback to co-workers in written and verbal form and respond to technical and behavioral feedback from managers and peers COMPETENCIES - Proactively acts without being told what to do. Able to identify areas of improvement and driving best practices to deliver high quality, performant, and scalable solutions. - Develops services that are highly available and scalable with proper monitoring and alerting in place. - Able to up-level the team by sharing knowledge and best practices with the engineering team. - Able to deal with ambiguity - Ownership of projects from start to finish. Just because the project has been deployed doesn’t mean it’s done. - Organized and able to effectively plan and breakdown large projects into smaller tasks that are easier to estimate and deliver. - Lets others speak and seek to understand their viewpoints. - A creative and innovative problem solver & previous experience working in an agile, startup environment. - Confident in owning your role, and bringing creative ideas to the hands of our users - Proven experience leveraging AI tools to enhance software development processes, including code generation, debugging, and productivity optimization. Candidates should demonstrate fluency in integrating AI-driven solutions into their workflows and a willingness to stay current with emerging AI technologies QUALIFICATIONS - Minimum 5+ years of industry experience in backend development, at least 3-4 years in senior positions, developing large-scale applications - Experience developing distributed web applications - Your code is comprehensible, well-structured, highly performant - Experience with database modeling (SQL or NoSQL both OK) - Experience with using and designing RESTful services - Strong knowledge of computer science fundamentals, including data structures, algorithms, and object-oriented design Must have: Communication Skills, Problem Solving, Proactivity, Team Player, Listening Skills, Creativity and Innovation, Organization and Planning, Dealing with Ambiguity, Ownership of projects from start to finish, Distributed Web Development Nice to have: BS or MS degree in Computer Science, Computer Engineering or similar, GCP, Kubernetes, Docker, Mongo, Redis, Ruby on Rails, Microservices, Machine Learning Apollo.io Tech Blog : deep dives into engineering, product design, and company-culture stories from the Apollo team, offering behind-the-scenes insight into how Apollo builds and scales its B2B sales platform We are AI NativeApollo.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!

• Design and implement highly scalable backend endpoints • Gather product requirements and write design docs to satisfy product needs • Drive/Lead full lifecycle of software development: product requirements, architecture, solution design, development, quality assurance, and maintenance • Mentor others on best practices and effectively share knowledge • Ability to effectively communicate development progress to the product lead, engineering manager, and other stakeholders • Be comfortable introducing new technologies and new ideas as required • Work effectively as part of a large global team • Attend and engage in scrum ceremony meetings, team parties, and manager 1:1s • Provide feedback to co-workers in written and verbal form and respond to technical and behavioral feedback from managers and peers

• Design intuitive, explainable, and user-centered experiences that integrate seamlessly into Apollo's product ecosystem. • Collaborate with AI engineers and data scientists to understand model capabilities. • Lead design for the Extension and Admin surfaces. • Use AI tools aggressively in your own workflow for ideation, rapid prototyping, research synthesis, and iteration. • Partner with PMs, Engineers, and Analysts to identify user needs. • Design for scale and consistency by contributing to Apollo's cross-surface design system in Figma. • Prototype, test, and iterate rapidly, using user feedback and behavioral data. • Collaborate with your squad during Weekly Sprint Planning and Daily Standups. • Collaborate with other Designers to provide feedback, share best practices. • Advocate for the user through interviews, usability tests, and behavioral analytics.

• Own and continuously improve end-to-end detection, investigation, response, post-incident review, and threat intelligence-informed improvement processes, including AI-assisted triage and investigation workflows. • Lead complex and high-severity incidents with clear decision-making, effective stakeholder communication, and accountable follow-through on remediation. • Stay technically engaged in investigations across cloud infrastructure, SaaS platforms, corporate systems, user behavior, and abuse scenarios, and translate incident learnings, platform changes, and threat trends into Security Detection & Response priorities. • Define and evolve security observability and detection strategy, including telemetry onboarding, signal quality, threat intelligence inputs, alert tuning, and coverage validation. • Oversee Panther detections, MITRE ATT&CK-aligned use cases, investigation playbooks, and response automations, with measurement and validation loops for coverage, precision, latency, tuning effectiveness, safe rollout, and attack-simulation-based validation. • Transform security operations processes through practical use of AI, including designing agents and AI-native workflows for triage, enrichment, investigation, and response. • Drive Python-based tooling, CI/CD practices, and pragmatic use of AI to improve the speed, quality, and reliability of Security Detection & Response workflows. • Build, lead, and retain a high-performing remote Security Detection & Response team with clear expectations, strong onboarding, documentation, and knowledge-sharing practices. • Coach engineers to grow in technical depth, operational ownership, and leadership capability while partnering closely with Engineering, IT, Fraud, Legal, People, Support, and Product on incidents, investigations, and security improvements. • Work closely with Engineering and Infrastructure on telemetry quality, data pipelines, and operational readiness, and communicate security risk, incident impact, and remediation plans clearly to technical and non-technical stakeholders. • Define and review strategy-aligned metrics and reporting that measure Security Detection & Response effectiveness, highlight trends and gaps, and inform priorities and stakeholder decisions.

• The vision and roadmap for how Apollo governs access across the rep org: permissions, roles, admin, managers, territory, and assignment. • A standard permission model that replaces fragmented flags and team-level toggles with one clear enforcement path. • The admin experience for Users & Teams, roles, access, provisioning, settings, and core configuration workflows. • The manager experience that gives frontline leaders real control over their teams’ books, territories, access, and operating model. • Territory and assignment that can stand up to enterprise CRM models, including multi-territory logic and parity with Salesforce and equivalent systems. • The governance, scoping, and least-privilege controls that turn “Apollo cannot support our org structure” into “Apollo is ready for us.” • The instrumentation, standards, and product quality bar that make controls a platform the rest of Apollo can build on.

• Build and maintain the analytics infrastructure behind Apollo's customer health scoring model. Partner with CS leadership to validate scoring logic, surface at-risk customers, and identify leading indicators of churn or expansion. Turn health data into actionable insights for GTMEs and CS leadership. Own health scoring analytics and improvement. • Develop renewal pipeline reporting that gives CS and Finance visibility into renewal timing, risk, and expected outcomes. Establish recurring reporting cadences and work with CS Ops to identify where to intervene early. Build renewal analytics that drive predictable retention. • Instrument and analyze data from billing systems, support ticket volumes, and other post-sales touchpoints to identify patterns that predict churn or expansion. Surface these signals into CS workflows and dashboards so teams can act on them. Build analytics around billing, support, and adjacent retention signals. • Build reporting around upsell and cross-sell motion—including expansion pipeline, seat growth, product adoption metrics, and net revenue retention. Help CS and Sales leadership understand where expansion opportunity is concentrated and how to accelerate it. Support expansion analytics. • Build, maintain, and iterate on dashboards that serve the full CS org—from individual GTME book-of-business views to VP-level QBR decks. Ensure data is accurate, timely, and actionable. Design and own the CS analytics dashboard ecosystem. • Capture analytics and metrics requests from CS and CS Ops stakeholders, triage and prioritize them, and translate business questions into structured reporting requirements. Incorporate high-priority needs into the reporting layer in partnership with data engineering. Be the analytics translation layer for CS Ops.

• Owning Apollo's litigation portfolio end-to-end — managing active disputes, pre-litigation demand letters, regulatory inquiries, and arbitrations across commercial, employment, and data-related matters • Serving as primary in-house point of contact with outside litigation counsel: scoping engagements, controlling spend, driving strategy, and keeping leadership informed with clear and timely updates • Building and maintaining litigation infrastructure: legal hold procedures, matter tracking, outside counsel guidelines, and internal escalation protocols • Partnering with Privacy, Compliance, and Security teams on data retention guidelines • Advising cross-functional stakeholders — Sales, Product, Engineering, People — on litigation risk, preservation obligations, and dispute-avoidance strategy in plain, actionable terms • Identifying patterns across the litigation portfolio that signal systemic product, operational, or contractual risk and surfacing those insights proactively to leadership • Supporting the broader legal team on commercial disputes arising from customer and vendor agreements, including working closely with Commercial Counsel on escalated matters • Managing discovery workstreams, including coordinating with internal teams on document collection and review and managing e-discovery vendors where applicable

• Own full-cycle recruiting for mid and senior-level roles across Sales and Marketing, with consistent delivery across multiple verticals simultaneously • Build and execute sourcing strategies that generate qualified, diverse pipelines, and adapt those strategies based on funnel performance, not just instinct • Conduct structured screens and interviews, design interview plans, and lead calibrated debriefs that result in clear, defensible hiring decisions • Manage 20+ phone screens per week and drive 360+ outbound contacts per quarter • Hold the bar on candidate quality, give direct and honest feedback, and avoid passing weak profiles to sidestep an uncomfortable conversation • Maintain accurate, real-time pipeline data in Greenhouse and self-report on progress to leadership without being asked • Track funnel metrics, identify root causes of slowdowns, and bring data-informed recommendations to stakeholder conversations • Partner with hiring managers and business leaders as a talent advisor: shape role scoping, set expectations on candidate profiles, and influence as a subject matter expert • Work cross-functionally with Finance, HR, and Compensation to navigate offer approvals and headcount processes with operational integrity • Build or improve multiple workflows, processes, or tools that create efficiency beyond your own req load

• Translate business needs into data analysis and actionable insights to optimize product performance and user experience for both existing and new products. • Work closely with product managers, engineers, and other cross-functional stakeholders to identify critical product questions and provide data-driven solutions. • Develop and maintain a scalable, reliable, and accurate analytics infrastructure to support product decisions. • Establish and maintain best practices for data collection, analysis, and reporting. • Deliver actionable insights and recommendations focused on landing tangible product impact. • Help foster a culture of data-driven decision-making and continuous improvement within the product teams. • Ensure the integrity and accuracy of the data used for analysis and reporting. • While the primary focus is on existing products, support 0 to 1 product launches by identifying key metrics and analyzing early-stage product data when applicable.

• Own and continuously improve the secure software development lifecycle for Apollo applications so security is embedded into design, implementation, and deployment. • Perform application security reviews, threat modeling, and deep code-level analysis for high-impact product, platform, and AI features before launch. • Provide practical security architecture guidance to Engineering, Product, and IT teams. • Help define and maintain application-security guardrails, secure design expectations, code review standards, and risk models for new and existing systems. • Drive execution-heavy vulnerability management across internal reviews, bug bounty, pentests, SCA/runtime findings, and other research signals, ensuring findings are validated, prioritized, routed clearly, and tracked through remediation and verification within SLAs. • Go beyond identifying issues: read the code, explain root cause, propose the safest fix, and directly implement or support remediation when needed for complex vulnerabilities. • Perform hands-on validation and offensive security testing of applications and fixes, including exploit development, bypass testing, adversarial thinking, and focused red-team-style exercises, to confirm remediations address the underlying issue rather than only the initial symptom. • Work across the kinds of application security issues common in modern SaaS environments, including authentication and authorization weaknesses, access control risks, OAuth and CSRF design flaws, SSRF, cryptographic and verification issues, information disclosure and data exposure risks, unsafe execution and deserialization patterns, and dependency or runtime vulnerabilities. • Apply clear, risk-based severity decisions using exploitability, data sensitivity, customer impact, and blast radius. • Configure and improve AppSec tooling and integrations, including SAST configuration, ignore lists, dashboards, and other controls that maintain useful coverage without excessive noise. • Select, build, or refine security tooling, small automations, and workflow enrichments that reduce manual effort and scale AppSec operations responsibly. • Use AI to automate, transform, and scale security and engineering-adjacent processes where it materially improves speed, consistency, or signal quality, while still validating outputs with strong engineering judgment. • Embed AI-specific security checks into SSDLC reviews and code analysis, including input and output handling, AI-exposed APIs, prompt and response guardrails, and abuse or data-exfiltration paths. • Partner cross-functionally on AI security requirements and controls so AI systems and AI-powered features are designed, deployed, and operated securely. • Support and scale security enablement for engineers and security champions, including secure coding, AppSec, and AI-safety content. • Provide actionable remediation guidance, secure patterns, and examples that help engineering teams fix issues quickly and correctly. • Partner closely with Engineering, Product, Platform, Data, Legal, and other security teams to keep AppSec priorities aligned with business risk and product velocity. • Produce clear documentation, metrics, and written narratives that improve AppSec visibility, observability, and decision-making.