Responsibilities

• Hire, build, and lead a team of GTM analysts dedicated to supporting Sales and Post-Sales functions, fostering a culture of analytical excellence, ownership, and continuous improvement.
• Set team priorities, manage cross-functional stakeholder relationships, and ensure analytical capacity is aligned to the highest-leverage GTM needs.
• Coach and develop analysts to grow as both technical practitioners and strategic business partners.
• Own and maintain Apollo's GTM data strategy — defining how GTM data is structured, governed, and trusted across the organization.
• Partner with the BI/Analytics team to inform reporting model design, establish data governance standards, and drive metrics standardization across Sales, Pipeline Generation, and Customer Success.
• Define, document, and operationalize core GTM metrics including ARR accounting logic, logo definitions, funnel metrics, retention, and expansion — ensuring consistency and confidence across all reporting surfaces.
• Ensure Salesforce and connected data sources are well-understood, accurately modeled, and effectively leveraged across all reporting and analytical workflows.
• Own and continuously improve Apollo's analytical forecasting capability across all GTM functions and ARR levers, including New Business Sales, Pipeline Generation, Pipeline Coverage, and Customer Retention.
• Build and maintain advanced forecasting models that integrate signals across the full ARR waterfall, enabling leadership to plan with confidence and act with foresight.
• Partner with Finance and GTM leadership on planning cycles, quota setting, and scenario modeling to support resource allocation and strategic decisions.

Requirements

• 8+ years of experience in Revenue Operations, GTM Analytics, Strategy & Operations, or a closely related field, with at least 2–3 years in a people management capacity.
• Demonstrated ability to lead and develop high-performing analytical teams in a fast-paced, high-growth SaaS environment.
• Expert-level SQL skills, with the ability to build complex, performant queries and data models.
• Deep experience with Salesforce data and architecture.
• Proven track record of owning GTM data strategy — from metrics standardization and governance through reporting model design and stakeholder enablement.
• Strong experience building and maintaining revenue forecasting models across multiple ARR levers.
• Advanced proficiency in data visualization and storytelling using tools such as Tableau, Looker, or similar.
• Strong understanding of B2B SaaS GTM motions, including acquisition funnels, pipeline economics, 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, including executive audiences.

Benefits

• Equity and a company bonus or sales commissions/bonuses.
• 401(k) plan; at least 10 paid holidays per year, flex PTO, and parental leave.
• Employee assistance program and wellbeing benefits; global travel coverage.
• Life/AD&D/STD/LTD insurance; FSA/HSA and medical, dental, and vision benefits.