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

About the role

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 RevOps 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.

What You’ll Do

• Serve as a primary Finance & Strategy business partner to the go-to-market organization - Sales, Marketing, Partnerships, and RevOps.
• 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 RevOps on the data the forecast depends on.
• Collaborate with Corporate Finance on board and investor materials, annual operating planning, and scenario modeling.

What We’re Looking for

• 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 ability to influence cross-functional partners - credible enough to hold a position with a revenue leader and be additive rather than a scorekeeper.
• Bonus: Experience spanning both self-serve/product-led and rep-driven sales motions, and fluency in SQL and AI tools.