Partner Development Manager

Key Responsibilities

• Target and Recruit
• Source high-potential partners across all segments — inbound applications, customer referrals, ecosystem research, and partner nominations
• Score and prioritize every candidate against Apollo's Ideal Partner Profile (IPP) before investing further time
• Build and maintain a live cultivation list of 40–60 active partners
• Qualify and Segment
• Determine each partner's segment (e.g., RevOps, lead-gen, sales training, AI-native/headless GTM, or generalist marketing agency), specialization, ICP, and delivery model
• Separate partners with a genuine, Apollo-centered motion from generic interest
• Certify and Enable
• Drive partners through Apollo's certification curriculum and onboarding
• Help each partner package a concrete Apollo offer, referral motion, or delivery service
• Prepare partners for their first live customer conversation
• Create the First Activation
• Push every partner toward a first measurable activation event: a qualified referral, a registered opportunity, or a managed customer
• Track progress against a shared, partner-visible activation plan with clear gates and goals
• Develop Toward Graduation
• Run a consistent cadence with each partner across the activation pathway, and keep them accountable to it
• Recommend next steps for every partner: promotion into Apollo's named-partner (PAM) program, a move to scaled/automated nurture, or deprioritization
• Partner cross-functionally with Partner Operations on data quality and reporting, and with Partner Marketing on segment-specific enablement and recruitment campaigns

Required Qualifications

• 5+ years of experience in partner development, channel sales, business development, or a related partnerships role, ideally in B2B SaaS
• Track record building relationships with agencies, consultancies, or solution-provider partners from first contact through onboarding
• Comfortable running a structured, multi-stage pipeline across a high-volume book of accounts (40+)
• Strong qualification instincts — able to separate a partner's real potential from surface-level interest
• Excellent program-management skills; you'll be building the playbook as you run it, not just following one
• Clear, confident communicator who can enable and certify both non-technical and technical partners

Preferred Qualifications

• Experience working within the HubSpot or Salesforce agency/partner ecosystems
• Experience with partner/channel scoring or qualification frameworks (e.g., an Ideal Partner Profile or lead-scoring model)
• Familiarity with partner-management or PRM tooling (PartnerStack, Crossbeam, or similar)
• Background operating in a GTM/RevOps ecosystem, or with agencies that build on top of sales-engagement or data platforms
• Experience designing or running a partner certification/enablement curriculum
• 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)
• $115,000 — $140,000 USD
• Tier 2 Pay Range (All other US Locations)
• $100,000 — $120,000 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!

We are AI Native

Why You’ll Love Working at Apollo