Analyst, GTM Customer Intelligence

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 GTM Customer Intelligence Analyst, you will be an embedded analytics partner to Apollo's Customer Success organization and CS Operations team. You will build the post-sales intelligence layer that powers retention, expansion, and customer health decision-making—from health scoring and renewal analytics to billing insights, support analytics, and the dashboards that CS leadership depends on to manage the business.

This is a high-impact role for an analyst or technical ops professional who wants to go deep on post-sales analytics and intelligence. You will report directly to the GTM Analytics Manager and work closely with CS leadership, CS Operations, Finance, and data engineering teams to translate complex customer lifecycle questions into reliable, scalable reporting.

What You'll Do

Key Outcomes: Success in this role will be measured by your ability to:

Build and maintain the analytics infrastructure behind Apollo's customer health scoring model. Partner with CS leadership to validate scoring logic, surface at-risk customers, and identify leading indicators of churn or expansion. Turn health data into actionable insights for GTMEs and CS leadership. Own health scoring analytics and improvement. 

Develop renewal pipeline reporting that gives CS and Finance visibility into renewal timing, risk, and expected outcomes. Establish recurring reporting cadences and work with CS Ops to identify where to intervene early. Build renewal analytics that drive predictable retention. 

Instrument and analyze data from billing systems, support ticket volumes, and other post-sales touchpoints to identify patterns that predict churn or expansion. Surface these signals into CS workflows and dashboards so teams can act on them. Build analytics around billing, support, and adjacent retention signals. 

Build reporting around upsell and cross-sell motion—including expansion pipeline, seat growth, product adoption metrics, and net revenue retention. Help CS and Sales leadership understand where expansion opportunity is concentrated and how to accelerate it. Support expansion analytics. 

Build, maintain, and iterate on dashboards that serve the full CS org—from individual GTME book-of-business views to VP-level QBR decks. Ensure data is accurate, timely, and actionable. Design and own the CS analytics dashboard ecosystem. 

Capture analytics and metrics requests from CS and CS Ops stakeholders, triage and prioritize them, and translate business questions into structured reporting requirements. Incorporate high-priority needs into the reporting layer in partnership with data engineering. Be the analytics translation layer for CS Ops. 

What We're Looking For

3+ years of experience in an analytics, Customer Success Operations, or Revenue Operations role, with direct exposure to post-sales data in a B2B SaaS environment.

Familiarity with CS data domains—health scoring, NRR, churn, renewal pipelines, support metrics, and customer lifecycle stages. You don't need to have built all of these from scratch, but you should understand what they are and why they matter.

Strong SQL skills and experience working with BI tools (e.g., Looker, Tableau, or similar). Able to build and own dashboards independently.

Experience with Salesforce or a CS platform (Gainsight, Vitally, ChurnZero, or similar). Understanding of how CS data is captured and where the quality gaps tend to live.

A translator's instincts. You know how to take a retention question from a CS VP and convert it into a clean, scoped analytics project—and you know when and how to push back on scope.

Analytically rigorous and detail-oriented. Post-sales data is messy—billing records, support tickets, and CRM data rarely agree out of the box. You need to enjoy untangling it and managing the organization’s expectations.

Comfortable operating across functions—you'll work with CS, CS Ops, Finance, Data Engineering, and occasionally Sales, and you need to collaborate effectively with all of them.

This role is ideal for an analyst or technical ops professional looking to deepen their exposure to analytics, intelligence, and data infrastructure, with a focus on the customer lifecycle.

AI Fluency & Tooling

Apollo operates at the intersection of AI and go-to-market, and our analytics team is expected to lead from the front. This role requires genuine fluency in leveraging AI tooling. That means:

Using LLMs as an active part of your analytics workflow. Whether it’s generating and debugging SQL, summarizing customer health scores, renewal forecasts, or retention signals, or accelerating the build of dashboards and documentation—you should be reaching for AI tools wherever they can accelerate the completion of tasks

Structuring and exposing data for AI interpretation. Understanding how to make customer health, retention, and post-sales data clean, well-labeled, and accessible so that AI tools can reason over it reliably. This includes thinking about schema design, field definitions, and semantic documentation.

Accelerating output with AI-assisted development. Using AI to compress the time from question to answer. We expect analysts at this level to leverage AI to raise their own output ceiling.

Staying current as the tooling evolves. The AI tooling landscape is moving fast. We want analysts 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 outputs can introduce errors, bias, hallucinations, or false confidence, and implementing validation processes to ensure analytical rigor. You know when to trust AI, when to verify its work, and when to rely on first-principles analysis 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) $145,800 — $182,200 USD

Tier 2 Pay Range (All other US Locations) $126,700 — $158,400 USD

We 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!