Senior Sales Operations Manager

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. Apollo.io provides sales and marketing teams with easy access to verified contact data for over 270 million B2B contacts, 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. Apollo.io is growing rapidly, with 900% revenue growth since 2021, and is looking for world-class talent to keep building with us.

Senior Sales Operations Manager (L6/L7)

Role Overview:

As a Senior Sales Operations Manager at Apollo.io, you will play a crucial role in optimizing our sales operations and supporting the Account Management team in achieving key revenue goals. You will lead initiatives to enhance forecasting accuracy, improve rep productivity, and operationalize sales playbooks that drive expansion revenue from existing customers. In this role, you will collaborate closely with sales leadership, leveraging data-driven insights to streamline processes and improve overall sales performance. The ideal candidate is a Salesforce expert, highly analytical, and passionate about process improvement in a fast-paced SaaS environment.

Key Responsibilities:

• Optimize Forecasting: Implement regular pipeline cadences to provide accurate sales forecasts for sales and executive leadership. Ensure managers have repeatable pipeline review templates and run weekly and monthly rhythms with their reps.
• Achieve 90% forecasting accuracy within the first month and 98% within six months.
• Operationalize the Account Management Playbook: Automate sales plays directly in Salesforce, using product engagement and Apollo data as triggers. Complete remaining sales plays within 3 months, with success metrics in place to optimize performance.
• Sales Process Improvement: Work with Sales Management and Sales Enablement to document and streamline all sales processes. Develop rapid training and onboarding plans to ramp new reps within 2 months. Troubleshoot operational issues, addressing discrepancies in opportunity close processes within 24 hours.
• Automate and Integrate Tools: Complete PandaDoc integration with Salesforce, ensuring contract variables map correctly to opportunity records. Build approval processes for non-standard contracts involving sales leadership and finance.
• Sales Analysis & Account Management: Develop automated processes to calculate propensity to buy and potential account value, integrating these insights into Salesforce opportunity records. Ensure timely account assignment and routing, with all qualifying accounts assigned to an owner within 48 hours.
• Rep Productivity Uplift: Increase rep productivity by 25% through automating administrative tasks and optimizing CRM workflows, enabling reps to focus on revenue-generating activities.
• Sales Technology & Project Management: Gather requirements and project manage changes to our processes and sales technology that result in measurable improvements in sales rep productivity.

Qualifications:

• 5+ years of experience in sales operations, with a strong focus on process optimization and sales forecasting in a SaaS environment.
• Salesforce Certified, with extensive knowledge of the Salesforce ecosystem and best practices.
• Proven track record of improving sales forecasting accuracy and developing scalable sales playbooks.
• Strong analytical skills and attention to detail, with experience leveraging data to improve sales processes and decision-making.
• Excellent communication and presentation skills, able to engage and collaborate with cross-functional teams.
• Highly organized and able to project manage initiatives across multiple teams, ensuring timely execution and results.
• Critical thinker and problem solver, comfortable troubleshooting operational issues and implementing effective solutions.
• Ability to work autonomously while driving toward team and company goals.

Preferred Experience:

• Experience in sales operations at a high-growth SaaS company, with a strong understanding of product-led growth (PLG) signals and sales enablement tools.
• Familiarity with forecasting, reporting, and sales performance analysis in Salesforce.
• Experience integrating third-party tools (e.g., PandaDoc) with Salesforce to improve sales workflows and contract management processes.
• Proven success in driving rep productivity through automation and CRM optimization.

What You’ll Love About Apollo

Besides the great compensation package and culture that thrives in openness and excellence, we invest tremendous effort into developing our remote employees’ careers. The team embraces that we have a sole purpose: to help customers maximize their full revenue potential on the Apollo platform. This mindset opens us up to a lot of creative approaches to making customers successful at scale. You’ll be a significant part of a lean, remote team, empowered to really own your role as a proactive educator. We’re very collaborative at Apollo, so you’ll be able to lean on your teammates, even in adjacent departments, to help you achieve lofty goals. You’ll be supported and encouraged to experiment and take educated risks that lead to big wins. And, you’ll have a whole team remotely by your side to help you do it!