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Apollo GraphQL · 2 days ago

Revenue Operations Manager

United States

Full-time

Remote

Mid, Senior Level

$139K/yr - $161K/yr

6+ years exp

Apollo is hiring a Revenue Operations Manager to own and optimize the systems, processes, and data that power their go-to-market engine. This high-visibility role involves driving operational transformation and supporting revenue leadership with forecasting and strategy.

Developer APIsDeveloper PlatformDeveloper ToolsEnterprise SoftwareOpen SourceSoftware

Responsibilities

Identify friction in the sales process and ship improvements - whether that's automated alerts, streamlined workflows, better tooling, or training/standardizing GTM folks on best practices

Evolve our go-to-market approach based on product offerings, marketing strategy, and market trends

Partner with Sales leadership to understand rep performance patterns and surface coaching opportunities

Own GTM reporting: weekly forecasts, monthly business reviews, quarterly QBRs, and board-level materials

Be the source of truth for pipeline, bookings, and performance data across the organization

Track and analyze key metrics - win rates, conversion rates, deal velocity, average deal size - and surface actionable insights to optimize strategy

Build visibility into AE activity and prospecting effectiveness; connect inputs to pipeline generation outcomes

Partner with Finance on revenue reporting and exec-level metrics

Oversee the GTM tooling stack - evaluate what's working, eliminate redundancy, and ensure tools integrate effectively

Drive data quality initiatives; establish governance standards that keep pipeline and forecasting data accurate

Build and maintain reports/dashboards that give leadership real-time visibility into pipeline health, rep performance, and deal insights

Administer and optimize Salesforce: architecture, reporting, automation, data integrity, and end-user enablement

Define account and territory assignments using signals and insights to optimize team effectiveness

Maintain territory assignments based on account data, opportunity size, and rep capacity

Support the design and administration of commission structures and sales incentives

Proactively recommend adjustments based on performance data, market shifts, and intent signals

Instrument reporting capabilities for new products and offerings

Partner with Sales and Marketing to evolve processes as our GTM motion changes

Ensure sales collateral, CRM fields, and reporting reflect new product positioning

Qualification

Revenue OperationsSales OperationsGTM OperationsSalesforceSQLExcel/SheetsBI toolsGTM tooling stackAnalytical skillsForecastingTerritory planningSales process designAI fluencyBias toward simplicityGTM instinctsOwnership

Required

6+ years in Revenue Operations, Sales Operations, or GTM Operations at a B2B SaaS company

Experience managing a GTM tooling stack: evaluating vendors, optimizing integrations, and rightsizing spend (familiar with tools like HubSpot, Outreach, Common Room). Deep Salesforce expertise is a plus

Strong analytical skills with proficiency in SQL, Excel/Sheets, and BI tools (Omni experience is a plus)

Demonstrated experience with forecasting, territory planning, and sales process design

GTM instincts: You can zoom out to connect ops work to company-level objectives, and zoom in to spot anomalies in the data worth investigating

Analytical rigor: You translate complex data into clear insights that drive decisions - and you know what questions to ask when something looks off

Bias toward simplicity: You look for ways to reduce complexity, streamline processes, and eliminate friction

Ownership: You're self-directed and take initiative; you see problems as yours to solve

AI fluency: You actively use AI tools to automate work and stay curious about emerging capabilities