Apollo.io - GTM Strategy & Operations Manager
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Requirements
• 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.
Responsibilities
• 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. • all for one • bold ideas and courageous action • 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!
Benefits
• 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. • take extreme ownership • move with focus and urgency • learn voraciously • 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.
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