• Lead the design, build, and annual refresh of the company's value selling framework - including core value pillars, differentiated positioning, proof points, and buyer-facing narratives — developed in close partnership with Sales, Marketing, and Product leadership. • Facilitate cross-functional alignment sessions with Sales, Marketing, and Product to ensure the value framework remains a living asset - consistently reflected in messaging, content, campaigns, and seller conversations. • Partner with Marketing to build and manage a world-class sales content library - including pitch decks, business case templates, battle cards, and discovery guides - aligned to buyer personas, verticals, and stages of the sales cycle. • Design and lead a global value selling curriculum - including onboarding modules, ongoing skills training, and manager coaching frameworks - that equips new hires and tenured reps to sell on business outcomes, not features. • You will partner with regional enablement leads to deliver these programs globally — directly owning delivery across the Americas, and partnering with regional enablement leads in EMEA and APAC to adapt and execute them in those markets. • Coach sellers on discovery best practices - helping them uncover business pain, quantify impact, and connect solutions to measurable customer outcomes. • Build and maintain documentation and training content for each stage of the sales cycle - including qualification, discovery, solution framing, forecasting, business case development, and closing motions • Develop manager enablement content that equips frontline leaders to coach their teams on sales process adherence, deal progression, and pipeline quality • Partner with Revenue Operations to ensure the sales process is reflected accurately in CRM and that stage definitions align to how deals are actually won.

Sales Operations Analyst (Remote) About the role: We are seeking a strategic, detail-oriented Sales Operations Analyst to join our growing Revenue Operations team. ZestyAI is looking for a Sales Operations Analyst to play a critical role in scaling systems, processes and policies for the organization. This role will partner with senior leaders across ZestyAI’s go-to-market teams to design, build and run critical business capabilities for our world-class sales organization. This role also focus on deal support, serving as a critical partner to our sales organization by ensuring complex deals are structured, reviewed, and processed efficiently and in alignment with company policies and goals. This is a high-impact role that requires cross-functional collaboration with Sales, Finance, Legal, Product, and Customer Success. The ideal candidate has a strong background in sales operations, pricing strategy, and deal desk functions, with excellent communication and problem-solving skills. Key Responsibilities: - Deal Desk - Partner with Account Executives, Sales Leadership, and other internal stakeholders to support and guide complex deal proposals, structuring, pricing, and commercial terms. - Sales Support & Enablement - Act as the go-to expert for deal related queries. - Provide timely support to ensure the sales cycle progresses efficiently and effectively. - Process Optimization/Automation - Identify and drive improvements in deal review workflows, approval processes, and sales tools to reduce friction and increase velocity. - Policy Enforcement & Compliance - Ensure deals adhere to internal pricing guidelines, legal standards, and financial policies. - Work closely with Legal and Finance to manage exceptions and escalate appropriately. - Quote-to-Cash Oversight Support - Accurate and timely quote/opportunity generation, order forms, and other documentation throughout the sales process. - Accurate and timeline NDA and master ordering agreement drafting, including support through the contract process. - Reporting & Insights - Deliver actionable insights on deal performance, discounting trends, approval cycle times, and process bottlenecks to sales leadership. - Cross-Functional Collaboration - Work with Product, Marketing, and Customer Success to ensure deal strategies align with customer needs, product capabilities, and company goals Qualifications -- To be successful in this role you have: - Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry. - 5-8 years of experience in Sales Operations, Deal Desk, or Revenue Operations, preferably in a SaaS or B2B tech environment. Experience supporting Enterprise or Strategic Sales teams. - Strong understanding of sales cycles, deal structuring, pricing models, and revenue recognition principles. - Familiarity with Salesforce. - Exceptional attention to detail and strong analytical thinking. - Ability to thrive in a fast-paced, cross-functional environment. - Excellent written and verbal communication skills. - Desired: Bachelor's degree, MBA or similar advanced degree. A day in the life: Note, this is primarily a field-facing role. - Salesforce hygiene (CQ and NQ reporting) - Sync with each sales rep on next steps in pipeline deals - Contract management (manage NDA and eval/order form drafting and initial intake) - Create sales enablement (salesforce enablement, process enablement – drafting docs, finding agreements) - Proposal management (work with sales to create pricing proposals and streamline our proposal decks)

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 is seeking a Senior Sales Operations Manager - Analytics & Intelligence to drive clarity, rigor, and scale across our go-to-market analytics and reporting. This role sits at the center of decision-making for Sales, Marketing, and Finance, ensuring our revenue engine is predictable, efficient, and trusted. You will own revenue analytics, reporting infrastructure, forecasting models, and GTM measurement frameworks, partnering closely with RevOps, Sales, Marketing, BI, Data Science, and Finance. Your work will directly inform leadership decisions around planning, investment, and execution. This role is designed for a senior individual contributor who thrives in ambiguity, brings structure to complex problems, and delivers durable analytical systems—not one-off analyses. You will be a force multiplier for the revenue organization by improving insight velocity, data quality, and confidence in our numbers. What You'll Do:Key Outcomes: Success in this role will be measured by your ability to: - Build and maintain executive-ready dashboards used daily by Sales, Marketing, and Finance leadership, reducing ad-hoc reporting requests by 30–50% through improved data accessibility and documentation. - Design and scale core reporting infrastructure that reduces time spent on manual reporting and data preparation by 75% or more. - Deliver quarterly, high-impact insights and recommendations that inform leadership decisions (e.g., headcount planning, pricing, segmentation, coverage models), resulting in risk reduction or growth upside of ±5–10% against plan. - Design, implement, or optimize measurement frameworks for core GTM processes (e.g., lead routing, funnel conversion, pipeline hygiene), driving at least a 5% improvement in productivity or efficiency. - Improve revenue data quality and reliability by proactively identifying and resolving systemic data gaps or inconsistencies, reducing downstream reporting errors and cutting debates on “data accuracy” by 50% or more. Core Competencies: What we’re looking for: - 7–10 years of experience working in Revenue Operations, Sales Operations, Analytics, or a related function, with hands-on experience in Salesforce (Reports & Dashboards), Looker, Google Sheets, and Snowflake. - Proven ability to independently build and own sales forecasting, capacity, demand, and activity models, from initial requirements through ongoing iteration and improvement. - Strong command of SQL and ETL / rETL best practices, with experience modeling and manipulating large, complex datasets with high accuracy and performance. - Exceptional communication and data visualization skills, with the ability to clearly convey key performance metrics, pacing-to-plan, and team- vs-rep-level insights to both technical and non-technical stakeholders. - Demonstrated ability to partner cross-functionally with Business Intelligence, Analytics, Data Science, and Finance to align on definitions, metrics, and decision-making. - High ownership mindset with strong judgment in ambiguous environments; able to proactively identify problems, propose solutions, and see them through to impact. 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) $188,000—$235,000 USD Tier 2 Pay Range (All other US Locations) $164,000—$205,000 USD We are AI NativeApollo.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 ApolloAt 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!

• Drive clarity, rigor, and scale across our go-to-market analytics and reporting. • Own revenue analytics, reporting infrastructure, forecasting models, and GTM measurement frameworks. • Partner closely with RevOps, Sales, Marketing, BI, Data Science, and Finance. • Inform leadership decisions around planning, investment, and execution. • Improve insight velocity, data quality, and confidence in our numbers.