GTM Strategy & Operations Manager - Analytics & Intelligence

Apollo.io

About The Position

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.

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.

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.