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Salary: USD 100,000 - 140,000 / annual
Apollo.io is a leading go-to-market platform trusted by over 500,000 companies globally. Founded in 2015, the company has raised approximately $250 million and is valued at $1.6 billion. Apollo provides sales and marketing teams with verified contact data for over 210 million B2B contacts and 35 million companies, along with tools to engage and convert prospects in a unified platform.
As Partner Development Manager, you will own the end-to-end partner acquisition and activation motion. Apollo's partner ecosystem spans thousands of agencies, consultancies, and solution providers, but most potential remains untapped without a dedicated program to identify, qualify, and activate the right partners. You are building this motion from the ground up—not following an established playbook, but defining how Apollo turns partner interest into partner value.
You will manage a structured, self-paced activation pathway across a book of 40–60 partners at a time. Your responsibilities include:
**Target and Recruit:** Source high-potential partners across all segments through inbound applications, customer referrals, ecosystem research, and partner nominations. Score and prioritize candidates 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 GTM, or marketing agency), specialization, ICP, and delivery model. Separate partners with genuine Apollo-centered motions 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. 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.
This is a builder's role: the acquisition-to-activation playbook is still being defined, and how you run it will shape how Apollo's partner organization scales. Apollo's ambition is to make the partner program central to the revolution GTM AI is bringing to outbound sales.
**Requirements:**
- 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
