Manager, GTM Analytics – Intelligence

This is a fully remote position, open to applicants in United States.

📋 Description

• Recruit, develop, and lead a team of GTM analysts focused on enhancing Sales and Post-Sales functions, cultivating a culture of analytical excellence, accountability, and continuous improvement.

• Establish team priorities, manage relationships with cross-functional stakeholders, and ensure that analytical resources are aligned with the most impactful GTM needs.

• Mentor and develop analysts to advance their skills as both technical experts and strategic business partners.

• Take ownership of and maintain Apollo's GTM data strategy — defining the structure, governance, and trustworthiness of GTM data throughout the organization.

• Collaborate with the BI/Analytics team to inform the design of reporting models, set data governance standards, and drive metrics standardization across Sales, Pipeline Generation, and Customer Success.

• Define, document, and operationalize essential GTM metrics such as ARR accounting logic, logo definitions, funnel metrics, retention, and expansion — ensuring consistency and reliability across all reporting platforms.

• Ensure that Salesforce and associated data sources are well understood, accurately modeled, and effectively utilized across all reporting and analytical workflows.

• Own and enhance Apollo's analytical forecasting capabilities across all GTM functions and ARR levers, including New Business Sales, Pipeline Generation, Pipeline Coverage, and Customer Retention.

• Construct and maintain sophisticated forecasting models that integrate signals across the entire ARR waterfall, enabling leadership to plan confidently and act proactively.

• Collaborate with Finance and GTM leadership during planning cycles, quota setting, and scenario modeling to facilitate resource allocation and strategic decision-making.

• Manage the data management processes that support Apollo's GTM Operating Cadences — including QBRs, pipeline reviews, board reporting, and executive dashboards.

• Ensure the availability of timely, accurate, and actionable data to support ongoing business reviews and ad hoc requests from leadership.

• Define and maintain data pipelines and reporting infrastructure in conjunction with BI/Analytics and RevOps.

• Lead and facilitate projects involving data changes that affect GTM reporting, forecasting, or planning functions — including CRM migrations, metric redefinitions, system integrations, and tool transitions.

• Drive cross-functional alignment on data changes, managing communications, timelines, and validations to maintain continuity in reporting and stakeholder trust.

• Act as a strategic analytical partner to GTM leadership, providing insights and exploratory analyses that reveal opportunities, identify risks, and shape GTM strategy.

• Convert complex, ambiguous business inquiries into structured analyses and clear executive narratives.

• Actively identify trends in sales performance, pipeline health, customer retention, and competitive dynamics that should guide GTM prioritization.

⛳️ Requirements

• 8+ years of experience in Revenue Operations, GTM Analytics, Strategy & Operations, or a closely related field, including at least 2–3 years in a managerial role.

• Proven ability to lead and nurture high-performing analytical teams in a dynamic, high-growth SaaS environment.

• Expertise in SQL, with the capability to construct complex, efficient queries and data models.

• Extensive experience with Salesforce data and its architecture.

• A demonstrated history of owning GTM data strategy — from metrics standardization and governance to reporting model design and stakeholder enablement.

• Strong background in building and maintaining revenue forecasting models across various ARR levers.

• Advanced skills in data visualization and storytelling using tools like Tableau, Looker, or similar platforms.

• Deep understanding of B2B SaaS GTM motions, encompassing acquisition funnels, pipeline economics, retention, and expansion.

• Capability to translate ambiguous business questions into structured analyses and actionable insights.

• Excellent communication skills and the ability to work effectively with both technical and non-technical stakeholders, including executive audiences.

• Experience in fast-paced, product-led, high-growth SaaS companies.

• Outstanding skills in cross-functional collaboration, data analysis, and operational problem-solving.

🏝️ Benefits

• Equity

• Company bonus or sales commissions/bonuses

• 401(k) plan

• At least 10 paid holidays per year

• Flexible PTO

• 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