Sales Operations Manager (GTM Strategy and Ops)

About 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.

About the Role

The Sales Operations team is responsible for the overall productivity, structure, and efficacy of the Revenue Organization at Apollo and partners extremely closely with Sales leadership to drive key initiatives. This role will partner with the Head of Growth Sales to drive overall productivity and effectiveness. Responsibilities will include go-to-market design, resource planning, quota setting & management, ad-hoc analytical reporting, and strategic program management. You will partner with key cross-functional stakeholders from Finance, Marketing, People Operations, and Sales to deliver key outcomes. The ideal candidate will have an entrepreneurial mindset and a documented history of thriving in ambiguity. We are looking for great teammates who can connect with our sales team and get them excited about their learning journey. As part of this team, the work you do will be the foundation for massive growth over the coming years!

What You’ll Do

• Collaborate with Sales leadership and cross-functional stakeholders in developing go-to market strategy, resource plans and key performance metrics
• Create and manage operational processes such as territory planning and target setting for the Account Management/Install Base team
• Develop and execute initiatives designed to optimize Install Base sales team efficiency and productivity
• Drive rhythm of the business (forecasting, monthly / quarterly business reviews) for a net new sales motion
• Provide ad-hoc and repeatable business analytics horsepower to arm sales leadership with critical data and insights
• Lead the development and administration of a robust and comprehensive Account Management compensation philosophy, to be fully operationalized by Q2 2024
• Collaborate directly with the Director of Sales Ops and CRO to define and operationalize best-in-class sales plays & cadences for Install Base team

Qualifications and Experience Required

• 4-7 years of experience in Sales Ops, Sales Strategy, Management Consulting, or GTM-Focused VC
• Minimum 5 years total experience
• Familiarity with SQL
• Senior stakeholder management experience is critical
• Program management competency a bonus

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.