Revenue
$134.00M
2024
Valuation
$1.60B
2025
Growth Rate (y/y)
40%
2025
Funding
$251.30M
2025
Revenue
Sacra estimates that Apollo.io hit $134M in annual recurring revenue (ARR) in 2024, up 40% from $96M in 2023.
Apollo experienced steady growth in annual recurring revenue (ARR) over the past six years. Beginning with an ARR of $2.5M in 2018, the company's revenue increased to $5M in 2019, showing a 100% growth. In 2020, Apollo's ARR rose to $8M, a 60% increase from the previous year.
The following year, 2021, saw a further increase in ARR to $24M, which is a 200% rise compared to 2020. Apollo's ARR doubled to $48M in 2022.
Valuation
Apollo.io is valued at $1.60B following their August 2023 financing round led by Bain Capital Ventures. Based on 2023 revenue of $96M and a $1.60B valuation, Apollo.io trades at a 16.67x revenue multiple. The company has raised $251.30M in total funding to date. Key investors include Bain Capital Ventures, Sequoia Capital, and Tribe Capital, with participation from Nexus Venture Partners.
Business Model

Apollo found product-market fit giving SMB and startup sales teams access to a vertically integrated set of lead prospecting and outreach tools.
As of the late 2000’s, sales teams would use data brokers like Dun & Bradstreet or ZoomInfo to get lead lists and then import them into a CRM like Salesforce. Around 2010, ZoomInfo started differentiating from the pure data brokers by layering on tools for email validation, list segmentation, and database cleaning.
By 2015, ZoomInfo had strong positioning in the mid-market. Their customers typically had an existing sales stack but needed a data provider to get fresh leads into Salesforce. They solved the data product retention problem—where customers would sign up for a specific dataset and then cancel—by having their customers pre-pay for a year.
Apollo made the early key observation that 1) startups and SMBs increasingly wanted access to the same kind of data that ZoomInfo offered but didn’t want to pre-pay $9K on an annual contract, and 2) those startups and SMBs often didn’t have the same level of sophistication in their stack, and could therefore benefit from an all-in-one data and workflow tool.
Going bottom-up and self-serve contra ZoomInfo’s top-down, enterprise approach, Apollo added $50/month and $100/month SMB-focused plans—to target the large market of SMBs that wanted ZoomInfo-like data without a $9K annual contract.
Apollo prices prospecting similarly to how ZoomInfo does, with both per-seat pricing and usage-based pricing around the number of records exported, but packages them with email and calling which customers get “for free”.