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.
Senior Sales Operations Manager
Role Overview:
As a Senior Sales Operations Manager at Apollo.io, you will take ownership of optimizing the sales process, improving forecasting accuracy, and driving key performance metrics for the Account Executive (AE) team. You will be responsible for developing and operationalizing sales playbooks, enhancing data accuracy, and implementing process improvements to increase efficiency and revenue generation. The ideal candidate is an experienced sales operations professional with a strong background in Salesforce, data analysis, and sales process optimization within the SaaS environment.
Key Responsibilities:
- Sales Playbook Development: Develop product-led sales playbooks to support the AE team in achieving New Business ARR targets. Automate plays in Salesforce, leveraging data triggers for more efficient execution.
- Forecasting Optimization: Implement regular pipeline cadence for forecasting. Ensure 90% forecast accuracy within the first quarter, improving to 98% within six months.
- Sales Process Improvement: Reduce the sales cycle by 15% by identifying bottlenecks and optimizing processes. Automate and document sales processes, collaborating with sales management to create effective training and onboarding programs that ramp new reps within two months.
- Performance Monitoring: Build dashboards and instrumentation to measure and manage AE team performance. Own the RBR reporting for the AE department and provide actionable insights for improvement.
- Quota Attainment: Enhance team and individual quota attainment by 15% through streamlined processes and sales enablement, reducing time spent on non-revenue-generating tasks.
- Sales Funnel Conversion: Increase inbound opportunity conversion rates by 20% through improvements in follow-up cadence and quality of engagement.
- Sales Velocity Optimization: Drive a 10% improvement in sales velocity by optimizing win rates, increasing deal size, and reducing time to close.
- Salesforce Integration & Automation: Oversee Salesforce integration with PandaDoc for contract management, build approval processes for non-standard contracts, and ensure all sales processes are automated and scalable.
Qualifications:
- 5+ years of experience in sales operations, with a focus on process optimization and sales enablement in SaaS companies.
- Salesforce Certified with a deep understanding of the Salesforce ecosystem and its best practices.
- Proven success in managing forecasting, sales processes, and productivity improvements.
- Strong analytical skills with experience in data-driven decision-making and reporting.
- Excellent communication and collaboration skills, able to work with cross-functional teams and sales leadership.
- Ability to manage multiple projects, prioritize, and deliver in a fast-paced environment.
Preferred Experience:
- Experience implementing sales enablement programs that improve quota attainment and reduce sales cycle length.
- Proven track record of automating processes and improving team productivity by optimizing CRM workflows.
- Familiarity with PandaDoc and other contract management tools.
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 you succeed. We encourage bold ideas and courageous action, giving you the freedom to experiment, take smart risks, and drive big wins.
If you’re looking for a place where your work matters, where you can push boundaries, and where your career can thrive—Apollo is the place for you.
