Partner Development Manager

Apollo.io is the leading go-to-market solution for revenue teams, trusted by over 500,000 companies. As Partner Development Manager (PDM), you will own the motion to find, qualify, certify, and activate agencies, consultancies, and solution providers in Apollo's partner ecosystem, driving each partner to a first measurable activation and recommending its next step toward graduation. This is a builder's role in a partner program that is still being defined. You will run a structured, self-paced activation pathway across a book of 40–60 partners at a time.

Responsibilities

Source high-potential partners across all segments, including inbound applications, customer referrals, ecosystem research, and partner nominations; Score and prioritize every candidate against Apollo's Ideal Partner Profile (IPP); Build and maintain a live cultivation list of 40–60 active partners; Determine each partner's segment, specialization, ICP, and delivery model; Separate partners with a genuine, Apollo-centered motion from generic interest; 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; Push every partner toward a first measurable activation event (qualified referral, registered opportunity, or managed customer); Track progress against a shared, partner-visible activation plan; Run a consistent cadence with each partner across the activation pathway; Recommend next steps for every partner: promotion into the named-partner (PAM) program, scaled/automated nurture, or deprioritization; Partner cross-functionally with Partner Operations and Partner Marketing

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; Clear, confident communicator who can enable and certify both non-technical and technical partners; Experience working within the HubSpot or Salesforce agency/partner ecosystems (preferred); Experience with partner/channel scoring or qualification frameworks (preferred); Familiarity with partner-management or PRM tooling such as PartnerStack or Crossbeam (preferred); Background operating in a GTM/RevOps ecosystem, or with agencies that build on top of sales-engagement or data platforms (preferred); Experience designing or running a partner certification/enablement curriculum (preferred)

Nice to have

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