[Hiring] Partner Development Manager @Apollo.io

Role Description

Apollo's Partner Development Manager (PDM) will own the motion of identifying high-potential partners across every segment, driving them through certification and enablement, and pushing each one to their first real activation.

• Run a structured, self-paced activation pathway across a book of 40–60 partners at a time.
• Make decisions on whether each partner is ready to graduate into Apollo's high-touch named-partner program, move into scaled/automated nurture, or step back.
• Help build the program that defines how Apollo turns partner interest into partner value.

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, 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.

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.

Benefits

• 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.

Pay Range

• 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.

Company Description

Apollo.io is the leading go-to-market solution for revenue teams, trusted by over 500,000 companies and millions of users globally. Founded in 2015, the company is one of the fastest growing companies in SaaS, raising approximately $250 million to date and valued at $1.6 billion.