Senior Manager, Finance & Strategy - Go-To-Market

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.

Apollo.io is seeking a sharp, strategic, and analytical Senior Manager to join our Finance & Strategy (F&S) team as a lead business partner to our go-to-market organization. Apollo grows through two very different revenue motions — a high-volume self-serve funnel and a rep-driven sales org — and this role owns the financial view of both. You’ll be a core thought partner to Sales, Marketing, Partnerships, and Rev Ops leadership, and one of two senior GTM finance leads driving Apollo’s revenue forecast, long-range plan, and go-to-market investment decisions.

This is a builder’s seat: hands‑on modeling, direct exposure to the CFO and executive team, and real ownership of the numbers the company runs on.

• Serve as a primary Finance & Strategy business partner to the go‑to‑market organization — Sales, Marketing, Partnerships, and Rev Ops.

• Own the top‑line revenue forecast and build a deep understanding of the supporting operations through business partnership.

• Build and maintain Apollo’s long‑range plan and scenario models, translating GTM strategy into a defensible multi‑year growth path.

• Own GTM investment economics: LTV:
  
  CAC and payback by segment and channel, paid spend returns, sales capacity and quota coverage, and the bridge from spend and headcount to pipeline and ARR.

• Build the financial case for go‑to‑market investments — new segments, geographies, partnerships, and routes to market — and hold the post‑mortem on whether they delivered.

• Synthesize key takeaways for executive leadership, including risks, opportunities, and performance updates, through recurring business reviews.

• Partner with Analytics and Rev Ops on the data the forecast depends on.

• Collaborate with Corporate Finance on board and investor materials, annual operating planning, and scenario modeling.

• 7+ years of experience in strategic finance, corporate finance, investment banking, private equity, or a related field, with at least 2+ years in a finance role at a high‑growth company.

• A sharp problem solver who can cut through ambiguity and connect dots between data, strategy, and execution.

• Strong analytical skills with a high degree of comfort building bespoke financial models and communicating insights to senior stakeholders.

• Deep understanding of SaaS revenue and go‑to‑market economics — ARR build, retention and expansion, pipeline conversion, sales capacity, and CAC payback.

• Experience partnering directly with a sales organization — pipeline, capacity planning, quota coverage, and rep productivity — is a strong complement to the team’s existing coverage.

• Comfort working directly in the data. You can pull, validate, and defend your own numbers rather than waiting on a request queue.

• Exceptional communication and interpersonal skills, with a proven…