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
Apollo is seeking a **GTM Strategy & Operations Manager **to join our Revenue Operations Strategy & Operations team. This role sits at the center of our Go-To-Market organization and is responsible for ensuring our data, forecasting, and GTM performance metrics are accurate, trusted, and accessible across the business.
You will work closely with BI/Analytics, Sales Ops, CS Ops, Finance, and GTM leadership to build a reliable source of truth across our ARR waterfall, define core revenue and customer metrics, and deliver insights that inform GTM strategy and execution. This is a highly cross-functional, high-impact role for someone who enjoys combining deep analytics with operational problem solving.
What You’ll Do
- Build and maintain source-of-truth reporting across the ARR waterfall, including key dimensionality, and GTM Scorecard metrics.
- Partner with BI/Analytics to develop scalable data models and dashboards that ensure data confidence and consistency for GTM stakeholders and analytics communities.
- Define, document, and operationalize core GTM metrics, including logo definitions, ARR growth and accounting logic, funnel metrics, retention, and expansion.
- Develop and maintain advanced SQL-based analyses to support forecasting, pipeline health, performance tracking, and strategic decision-making.
- Deliver clear, actionable insights to GTM and RevOps leadership to support planning, prioritization, and execution.
- Support operational analytics initiatives such as source attribution, channel and partner performance, and funnel optimization across Sales and Customer Success.
- Ensure Salesforce data is well understood, modeled correctly, and effectively leveraged in reporting and analysis.
Qualifications and Experience
- Expert-level SQL skills, with the ability to build complex, performant queries and data models.
- Strong experience working with Salesforce data and architecture.
- Advanced proficiency in data visualization and storytelling using tools such as Tableau, Looker, or similar.
- Experience in Revenue Operations, GTM analytics, or Strategy & Operations, preferably across Sales and Customer Success.
- Strong understanding of B2B SaaS GTM motions, including acquisition funnels, retention, and expansion.
- Ability to translate ambiguous business questions into structured analyses and insights.
- Excellent communication skills and comfort working cross-functionally with technical and non-technical stakeholders.
- 5+ years of experience in Sales Operations, Revenue Operations, or a related role.
- Experience working in fast-paced, product-led, high-growth SaaS companies.
- Exceptional skills in cross-functional collaboration, data analysis, and operational problem solving.
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!