Partner Development Manager

• Apollo’s partner ecosystem already spans thousands of agencies, consultancies, and solution providers who’ve raised their hand — but most of that potential goes untapped without a dedicated motion to find, qualify, and activate the right ones
• As Partner Development Manager (PDM), you’ll own that motion end to end: identifying high-potential partners across every segment, driving them through certification and enablement, and pushing each one to their first real activation — a managed customer or a qualified referral
• That’s what makes this such an exciting moment to join: you’re not stepping into an established program, you’re helping build the one that gets to define how Apollo turns partner interest into partner value
• Apollo’s ambition goes beyond any single integration or referral channel — we want our partner program to be at the heart of the revolution GTM AI is bringing to outbound sales
• Agencies of every kind are core to that, and you’re the one turning it into real partners, activated and growing in whatever way fits their business
• You’ll run a structured, self-paced activation pathway across a book of 40–60 partners at a time, and you’ll make the call on whether each one is ready to graduate into Apollo’s high-touch named-partner program, move into scaled/automated nurture, or step back
• 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
• 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

Benefits

• Remote & in-person roles: Work from wherever you thrive, with all the tools and support you need to be successful.
• Flexible time off: We don’t count vacation days. When you need a break, take it — no strings attached.
• Competitive pay: We offer strong salaries, performance bonuses, and equity opportunities for most roles.
• Office and learning stipend: Get support for your growth with stipends for books, courses, and home office setup.
• Global healthcare coverage: Medical, dental, and vision benefits are available in the US, Canada, India, and other supported countries.
• Mental health and coaching support: Access professional coaching and mental health resources for you and your dependents.

• We’re looking for someone with a genuine builder mentality who wants a real hand in shaping what this program becomes
• 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
• Track record building relationships with agencies, consultancies, or solution-provider partners from first contact through onboarding
• 5+ years of experience in partner development, channel sales, business development, or a related partnerships role, ideally in B2B SaaS
• Clear, confident communicator who can enable and certify both non-technical and technical partners
• Comfortable running a structured, multi-stage pipeline across a high-volume book of accounts (40+)
• 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