Revenue Operations Manager, Apollo

• 6+ years in Revenue Operations, Sales Operations, or GTM Operations at a B2B SaaS company
• Experience managing a GTM tooling stack: evaluating vendors, optimizing integrations, and rightsizing spend (familiar with tools like HubSpot, Outreach, Common Room). Deep Salesforce expertise is a plus
• Strong analytical skills with proficiency in SQL, Excel/Sheets, and BI tools (Omni experience is a plus)
• Demonstrated experience with forecasting, territory planning, and sales process design
• GTM instincts: You can zoom out to connect ops work to company-level objectives, and zoom in to spot anomalies in the data worth investigating
• Analytical rigor: You translate complex data into clear insights that drive decisions - and you know what questions to ask when something looks off
• Bias toward simplicity: You look for ways to reduce complexity, streamline processes, and eliminate friction
• Ownership: You're self-directed and take initiative; you see problems as yours to solve
• AI fluency: You actively use AI tools to automate work and stay curious about emerging capabilities

Desirable

• Pollo is hiring a Revenue Operations Manager to own and optimize the systems, processes, and data that power our go-to-market engine. This is a high-visibility, high-impact role—you'll drive operational transformation while building the infrastructure that scales with our business
• You'll be the right hand to Revenue leadership on forecasting and strategy, the connective tissue across GTM functions, and the person the business turns to when they need to understand what's happening and what to do about it
• Drive Sales Productivity:
• Identify friction in the sales process and ship improvements - whether that's automated alerts, streamlined workflows, better tooling, or training/standardizing GTM folks on best practices
• Evolve our go-to-market approach based on product offerings, marketing strategy, and market trends
• Partner with Sales leadership to understand rep performance patterns and surface coaching opportunities
• Define and Execute Sales Performance Metrics:
• Own GTM reporting: weekly forecasts, monthly business reviews, quarterly QBRs, and board-level materials
• Be the source of truth for pipeline, bookings, and performance data across the organization
• Track and analyze key metrics - win rates, conversion rates, deal velocity, average deal size - and surface actionable insights to optimize strategy
• Build visibility into AE activity and prospecting effectiveness; connect inputs to pipeline generation outcomes
• Partner with Finance on revenue reporting and exec-level metrics
• Own GTM Systems & Data:
• Oversee the GTM tooling stack - evaluate what's working, eliminate redundancy, and ensure tools integrate effectively
• Drive data quality initiatives; establish governance standards that keep pipeline and forecasting data accurate
• Build and maintain reports/dashboards that give leadership real-time visibility into pipeline health, rep performance, and deal insights
• Administer and optimize Salesforce: architecture, reporting, automation, data integrity, and end-user enablement
• Support Territory & Incentive Design:
• Define account and territory assignments using signals and insights to optimize team effectiveness
• Maintain territory assignments based on account data, opportunity size, and rep capacity
• Support the design and administration of commission structures and sales incentives
• Proactively recommend adjustments based on performance data, market shifts, and intent signals
• Enable an evolving GTM motion:
• Instrument reporting capabilities for new products and offerings
• Partner with Sales and Marketing to evolve processes as our GTM motion changes
• Ensure sales collateral, CRM fields, and reporting reflect new product positioning