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Apollo.io is a leading go-to-market platform trusted by over 500,000 companies globally, providing sales and marketing teams with verified B2B contact data for 210+ million contacts and 35+ million companies. Founded in 2015, Apollo has raised ~$250M and is valued at $1.6B, backed by top-tier investors including Sequoia Capital and Bain Capital Ventures.
You will build and lead a newly created Data & Distribution Partnerships function with three core mandates:
1. Scale the Data Reseller Business: Own the end-to-end P&L for volume data resales, hire and manage a team of Account Executives carrying resale quota, partner with marketing to drive demand generation, and identify upmarket bespoke-deal opportunities.
2. Identify Data Partnerships with Large Platforms: Structure and close bespoke commercial agreements with high-value counterparties, build and run discovery marketplace distribution (data-cloud marketplaces, MCP registries, platform marketplaces), and personally run complex BD deals that don't fit existing playbooks.
3. Uncover New, Innovative Distribution Partnerships: Build point-of-formation distribution channels (formation platforms, website builders, CPA/business-advisory networks), and within six months, identify and prioritize several new distribution "big swings" for resourcing decisions.
This is a 0-to-1 role requiring someone scrappy enough to build strategy and execute personally (demand gen, pricing, packaging, marketing, sales process), then experienced enough to build and lead a team scaling from 1 to 10. You'll define the function's shape from scratch rather than inherit an established program.
Minimum qualifications: 8+ years in business development, partnerships, or channel roles with experience originating and closing complex, first-of-their-kind commercial agreements. Proven experience managing or coaching quota-carrying teams (AEs, BDRs, partner managers) while personally closing deals your team can't handle. Comfortable operating in both high-volume SKU-based structures and heavy bespoke negotiations. Track record of building new channels, commercial models, or partner categories rather than optimizing established ones.
