(Sr.) Business Intelligence Analyst (GTM)

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. Apollo.io provides sales and marketing teams with easy access to verified contact data for over 270 million B2B contacts, 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 growing rapidly, with 900% revenue growth since 2021, and is looking for world-class talent to keep building with us.

Position Overview:

In your role as a Business Intelligence (BI) Analyst, you will be responsible for implementing scalable analytics infrastructure from our highest value datasets, converting raw data into canonical models and insights that fuel business decision-making all the way up to the c-suite. In this role, you will have the opportunity to work with numerous cross-functional partners in Engineering, Product, and other key aspects of our Go-to-Market (GTM) business to standardize critical metrics and build intuitive self-service products via the modern data stack (Snowflake, dbt, Looker, Hex). As Apollo continues to grow, data will be a critical anchor to influence our strategy and thus, this role will have high visibility, agency, and autonomy to expand qualitative analysis at enterprise scale. You will be reporting to the Head of Business Intelligence within the broader Revenue Operations organization.

Responsibilities

• Build golden, certified data tables (via dbt) to standardize instance and domain-level health, engagement, and behavioral signals critical to prioritize outbound Sales & CS tactics
• Build source of truth dashboards (via Looker) for functional departments across our business (i.e. Sales, CS, Marketing), allowing internal customers to more intuitively understand the overall health of their business
• Capture + catalog firm-level and department-level key performance indicators and their adjacent data products/lineage to help govern and democratize data discovery and literacy across the company
• Innovate and champion key internal BI & Analytics development workflows and productivity initiatives aimed at optimizing efficiency, reducing cost, and heightening scalability for our overall data ecosystem
• Help drive growth for Apollo by identifying new opportunities that will make the product more intuitive and more enjoyable to use
• Partner with teams across Apollo to help estimate and measure the impact of our changes on growth as well as identify other levers which can drive volume sustainably
• Improve access and visibility to our data by data visualizations—using various BI tools—delivering what’s needed, and show what’s possible
• Conduct qualitative & quantitative analysis of user behavior to uncover issues or opportunities to improve our customers’ experience and/or internal efficiencies

Requirements:

• Experience with Looker and dbt is strongly preferred
• Quantitative background (professional and/or academic - Math, Statistics, Economics, or Engineering)
• +3 years of experience with SQL and relational data (preferably in MPP databases such as Snowflake)
• Advanced SQL skills for analysis, standardizing queries, and building data infrastructure involving large-scale relational datasets

Outcomes
BI & Analytics’ Go-to-Market (GTM) pod, and inherently this role, will be responsible for:

1. Within 2-3 months, building and scaling data marts for the Customer Success, PA, and Customer Support teams, helping consolidate all P0/P1 KPIs in each of these channels—i.e. harmonizing key input/output metrics around customer touches/interactions with correlation to ARR impact, GRR, etc. — into a standardized portfolio of reports for Sales to better understand best practices and areas of opportunity, aiming to help improve decision speed and decision quality for CX Leadership (RevOps, Sales); this will require building net-new golden datasets and/or dashboards and reports to streamline insights that are currently fragmented across a wide variety of tools (Looker, Vitally, Zendesk, Intercom, etc.) and resources in disparate team
2. Within 2-3 months, building critical canonical infrastructure to track key operational North Star Metrics (NSMs) for the Customer Advocate (CA) aspect of our GTM motion, helping consolidate all KPIs and trends in a standardized portfolio of reports for Sales to better understand best practices and areas of opportunity as Apollo looks to effectively scale and optimize this new(er) Growth Sales channel. By building standardized, BI-certified data models, the Growth Sales team can have higher quality data to inform changes or incremental investments, converting manual data munging by business stakeholders into time spent on making data-driven decisions
3. Within 1-2 quarters, work with CX & Sales leadership to build customer-specific dashboards and reverse ETL (i.e. Census) processes to share contextually-relevant key trends and insights related to Apollo product engagement, activation, and retention for a customer natively in the tools that GTM frontline reps are executing their day-to-day business within. This will be an enhanced/optimized way of AEs, CSMs, and Customer Support serving up on-demand insights for customers that they are interacting with, helping optimize and streamline GTM motions and increase frontline productivity and success

What You’ll Love About Apollo

Besides the great compensation package and culture that thrives in openness and excellence, we invest tremendous effort into developing our remote employees’ careers. The team embraces that we have a sole purpose: to help customers maximize their full revenue potential on the Apollo platform. This mindset opens us up to a lot of creative approaches to making customers successful at scale. You’ll be a significant part of a lean, remote team, empowered to really own your role as a proactive educator. We’re very collaborative at Apollo, so you’ll be able to lean on your teammates, even in adjacent departments, to help you achieve lofty goals. You’ll be supported and encouraged to experiment and take educated risks that lead to big wins. And, you’ll have a whole team remotely by your side to help you do it!

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