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Apollo.io
Apollo.io
51 – 200 Employees
Artificial IntelligenceB2BSaaS
Apollo.io is a B2B SaaS company building an AI-powered sales platform for lead generation, sales engagement, and deal management. Its product combines contact and account search, sales intelligence, inbound optimization, workflow automation, CRM integrations, analytics, and conversation intelligence through a living data network. Apollo.io serves sales professionals, marketers, and revenue operations teams seeking a more connected way to identify prospects, manage outreach, and improve sales workflows. With roots dating to 2015 and a team of 51–200 employees, the company offers opportunities to work at the intersection of artificial intelligence, sales technology, and business productivity.
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Partner Development Manager, Remote (US)

Build Apollo.io’s agency and consultancy partner ecosystem for its AI-native go-to-market platform. Recruit, enable, and activate partners.

USUnited States
$100,000 – $120,000 / year
RemoteFull-timeMiddleSeniorEnglish RequiredClient PartnerSales
Apollo

Description

  • Manage partner development from prospect identification through certification, enablement, and first activation.
  • Recruit partners through inbound applications, customer referrals, ecosystem research, and nominations.
  • Assess and prioritize candidates against Apollo’s ideal partner profile.
  • Maintain an active cultivation list of 40–60 prospective partners.
  • Define each partner’s segment, specialization, ideal customer profile, and delivery model.
  • Identify partners with a genuine Apollo-focused business motion.
  • Guide partners through Apollo’s certification curriculum and onboarding.
  • Help partners shape an Apollo offering, referral approach, or delivery service.
  • Prepare partners for their first customer conversation.
  • Secure qualified referrals, registered opportunities, or managed customers as initial partner activations.
  • Monitor progress through shared activation plans with defined milestones and goals.
  • Maintain regular partner engagement and accountability.
  • Recommend whether partners should advance to the named-partner program, enter scaled nurture, or be deprioritized.
  • Work with Partner Operations to improve data quality and reporting.
  • Work with Partner Marketing on recruitment campaigns and enablement tailored to partner segments.
  • Help develop Apollo’s playbook for acquiring and activating partners.

Requirements

  • At least five years of experience in partner development, channel sales, business development, or a related partnerships role, preferably in B2B SaaS.
  • Demonstrated success building agency, consultancy, or solution-provider relationships from initial contact through onboarding.
  • Ability to manage a structured, multi-stage pipeline across a book of more than 40 accounts.
  • Sound judgment in distinguishing partners with genuine potential from those showing only surface-level interest.
  • Strong program management skills.
  • Clear, confident communication skills for enabling and certifying both technical and non-technical partners.
  • Experience in the HubSpot or Salesforce agency or partner ecosystems is preferred.
  • Experience with partner or channel scoring and qualification frameworks is preferred.
  • Familiarity with partner management or PRM tools such as PartnerStack or Crossbeam is preferred.
  • Experience in a go-to-market or revenue operations ecosystem, or with agencies using sales engagement or data platforms, is preferred.
  • Experience designing or delivering a partner certification or enablement curriculum is preferred.

Benefits

  • Equity.
  • Company bonus or sales commissions and bonuses.
  • 401(k) plan.
  • At least 10 paid holidays each year.
  • Flexible paid time off.
  • Parental leave.
  • Employee assistance program.
  • Wellbeing benefits.
  • Global travel coverage.
  • Life, accidental death and dismemberment, short-term disability, and long-term disability insurance.
  • Flexible spending and health savings accounts.
  • Medical, dental, and vision coverage.
  • Resources, support, and autonomy to own the role and make an impact.
  • Cross-functional collaboration and support for professional growth.

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