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.
As a Senior Business Systems Analyst, GTM, you will partner closely with Marketing, Sales, Customer Success, and Revenue Operations to help Apollo's revenue teams move faster and smarter through aligned processes, scalable systems, and actionable data. You will own Salesforce architecture and process design across the GTM funnel, and act as the systems SME for the business functions you support.
This role sits within the GTM Business Systems team and is focused on turning business problems into elegant, durable system solutions. You will work across GTM, R&D, and IT to govern a multi-instance Salesforce environment, support the next-generation quote-to-cash build ahead of Apollo's pre-IPO scale, and contribute to a growing portfolio of AI-driven GTM builds.
This is a strong fit for an analyst who wants to own architecture decisions rather than execute against a spec, and who enjoys operating as the connective tissue between business stakeholders and technical delivery.
What You'll Do
Key Outcomes: Success in this role will be measured by your ability to:
- Build a working command of Apollo's GTM business processes and tech stack, and review and update the full systems architecture map and process flow diagrams so the team has a reliable single source of truth.
- Serve as the primary GTM Systems partner for one of the domains the team is organized around (TOFU: Marketing and Partnerships, MOFU: Sales, Success and Onboarding, or BOFU: Internal Tools and BI). Own keep-the-lights-on work and incremental improvements within sprints, become the systems SME for your domain, and lead bi-weekly alignment and backlog grooming sessions to establish a roadmap.
- Partner with Sales leadership and Sales Operations to streamline the renewal process, including opportunity stages, pages, and page layouts.
- Make and defend the architecture calls that do not get faster with AI: whether something should be a platform event or a custom object, and whether a routine field-mapping change will trigger a resync across millions of records.
- Partner with GTM Systems engineers on AI-driven builds such as automated call coaching and deal scoring, demo instance automation, and AI-assisted CRM data capture. Help define the solution, not just configure it. Contribute across the full development lifecycle, from solution design through rollout and feedback.
- Support the design, build, testing, rollout, and maintenance of next-generation quote-to-cash infrastructure in service of pre-IPO activities. This includes refining the opportunity model to reduce friction and increase accuracy for GTM teams processing new business, upsell, and renewal opportunities.
- Own Salesforce initiatives and end-user support end to end. Build and maintain SFDC automation (flows, Apex, LWC), manage users, profiles, roles, and permission sets, administer page layouts, custom fields and objects, and record types, and handle data imports, exports, and upserts.
- Implement and administer Salesforce-integrated tools as needed (for example Chili Piper, Ironclad, Gong), promote Salesforce best practices and end-user adoption, and keep functional and technical systems documentation thorough and current.
What We're Looking For
- 4+ years of business analysis or consulting experience, plus 4+ years of hands-on experience with the Salesforce platform in an administration or development capacity.
- A college degree in a technical field, or equivalent work experience.
- Deep understanding of go-to-market business processes and how systems support them across Marketing, BDR, Sales, and CS/Onboarding.
- Hands-on Salesforce depth: creating and maintaining custom fields and custom objects, managing roles, profiles, permission sets, and sharing settings, and building automation with Flow (preferred) and Process Builder. Well versed with Data Loader.
- Demonstrated ability to manage and collaborate with multiple concurrent stakeholders, and to translate a vague business problem into a scoped, well-designed solution.
- A track record of making and defending architecture decisions under ambiguity, not just executing against a spec.
- Experience supporting end-to-end feature and system implementations: discovery and requirements gathering, vendor selection, solution design, build and configuration, QA/UAT, deployment, and training and communication.
- Experience working within Agile methodology, and the ability to thrive in a high-growth, fast-paced environment while owning multiple projects with high attention to detail.
- Strong logic, analytics, and problem-solving skills. Excellent verbal and written communication and time management. Microsoft Excel power user.
- Nice to have: Salesforce Administrator certification, an active Trailhead account, experience across Sales Cloud, CPQ, and Service Cloud, experience in Salesforce environments with 100+ users, and experience at high-growth companies (Series C through IPO, SaaS or PLG preferred).
AI Fluency & Tooling
Apollo operates at the intersection of AI and go-to-market, and our systems team is expected to lead from the front. This role requires genuine fluency in leveraging AI tooling. That means:
- Using AI-assisted development tools as part of your build workflow. Whether it is Salesforce configuration, writing and debugging Apex or Flow logic, or working down technical debt, you should be reaching for tools like Claude, Cursor, or Codex wherever they accelerate delivery, while owning the judgment behind each change.
- Structuring systems and data for AI interpretation. Understanding how to make GTM data clean, well-labeled, and accessible so AI tools can reason over it reliably. This includes object and schema design, field definitions, and semantic documentation.
- Helping build AI-native GTM capability. Partnering on the design and rollout of AI agents and AI-assisted workflows inside the GTM stack, and thinking about where automation should replace manual process entirely.
- Staying current as the tooling evolves. The AI tooling landscape is moving fast. We want systems people who are curious, self-directed learners: people who experiment, share what works, and help raise the floor for the whole team.
- Navigating AI's limitations and pitfalls. Understanding where AI-generated configuration or code can introduce errors, regressions, or false confidence in a production CRM, and implementing validation, testing, and review processes that protect data integrity. You know when to trust AI, when to verify its work, and when to rely on first-principles design instead.
The listed Pay Range reflects the total cash compensation inclusive of annual base salary and annual bonus as applicable. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonus target and annual base salary for the role. This salary range may be inclusive of several career levels at Apollo and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location. Applicants interested in this role who are not located in the US may request the annual salary range for their location during the interview process.
Additional benefits for this role may include: equity; company bonus or sales commissions/bonuses; 401(k) plan; at least 10 paid holidays per year, flex PTO, and parental leave; employee assistance program and wellbeing benefits; global travel coverage; life/AD&D/STD/LTD insurance; FSA/HSA and medical, dental, and vision benefits.
Tier 1 Pay Range (San Francisco, New York City, Seattle)$159,000—$198,000 USDTier 2 Pay Range (All other US Locations)$138,000—$172,000 USDWe are AI Native
Apollo.io is an AI-native company built on a culture of continuous improvement. We’re on the front lines of driving productivity for our customers—and we expect the same mindset from our team. If you're energized by finding smarter, faster ways to get things done using AI and automation, you'll thrive here.
Why You’ll Love Working at Apollo
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.
Learn more here!