Manager, GTM Analytics & Intelligence

About the Role

Apollo is seeking a Manager, GTM Analytics & Intelligence to join our Revenue Operations leadership team. This is a senior leadership role sitting at the intersection of GTM strategy, data infrastructure, and analytical execution. You will own the end-to-end analytical capability supporting Apollo's Sales and Post-Sales organizations — leading a team of analysts and serving as the authoritative voice on GTM data strategy, forecasting, metrics governance, and data-driven insight.

You will work closely with BI/Analytics, Sales Ops, CS Ops, Finance, and GTM leadership to define how we measure performance, model our ARR waterfall, standardize our metrics taxonomy, and operationalize the cadences that keep our go-to-market engine running with precision. This is a high- impact role for a senior analytics leader who combines deep technical rigor with the strategic instincts of a revenue operator.

What You'll Do

Team Leadership & Development

• 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.

GTM Data Strategy & Governance

• 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.

Analytical Forecasting

• 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.

GTM Data Management & Operating Cadences

• Own the data management processes that underpin Apollo's GTM Operating Cadences — including QBRs, pipeline reviews, board reporting, and executive dashboards.
• Ensure timely, accurate, and actionable data is available to support recurring business reviews and ad hoc leadership requests.
• Define and maintain data pipelines and reporting infrastructure in partnership with BI/Analytics and RevOps.

Data Change Management

• Own and facilitate data change projects that impact GTM reporting, forecasting, or planning functions — including CRM migrations, metric redefinitions, system integrations, and tooling transitions.
• Lead cross-functional alignment on data changes, managing communications, timelines, and validation to ensure continuity of reporting and stakeholder trust.

GTM Strategy & Analytical Insights

• Serve as a strategic analytical partner to GTM leadership, delivering insights and exploratory analyses that surface opportunities, flag risks, and inform GTM strategy.
• Translate complex, ambiguous business questions into structured analyses and clear executive narratives.
• Proactively identify trends across sales performance, pipeline health, customer retention, and competitive dynamics that should influence GTM prioritization.

Qualifications and Experience

• 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.
• Experience working in fast-paced, product-led, high-growth SaaS companies.
• Exceptional skills in cross-functional collaboration, data analysis, and operational problem solving.