Partner Account Manager

Apollo.io is the leading go-to-market solution for revenue teams, trusted by over 500,000 companies and millions of users globally, from rapidly growing startups to some of the world's largest enterprises. 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. Apollo.io provides sales and marketing teams with easy access to verified contact data for over 210 million B2B contacts and 35 million companies worldwide, along with tools to engage and convert these contacts in one unified platform. By helping revenue professionals find the most accurate contact information and automating the outreach process, Apollo.io turns prospects into customers. Apollo raised a series D in 2023 and is backed by top-tier investors, including Sequoia Capital, Bain Capital Ventures, and more, and counts the former President and COO of Hubspot, JD Sherman, among its board members. A small number of Apollo's partners account for the majority of partner-driven revenue — and how well Apollo manages those relationships has an outsized effect on the business. Apollo has thousands of partners who've raised their hand, and a named-partner motion that's still being built to actually activate and grow the best of them into that tier. As Partner Account Manager (PAM), you'll own a focused, named book of Apollo's highest-value partners (roughly 20–30) once they've proven sustained activity and strategic importance. That's what makes this such an exciting moment to join: you're not inheriting a mature program, you're helping define what high-touch partner management looks like at Apollo. We're looking for someone with a genuine builder mentality who wants a real hand in shaping the program's future, not just running an existing playbook. 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 durable growth for our most important partners. This isn't a maintenance role — it's a growth lever. You'll build joint business plans with each partner, run the operating cadence that keeps both sides accountable, grow managed ARR and customer outcomes alongside Sales, Customer Success, and RevOps, and make the call on when a partner is ready to progress, needs support, or should step back from named coverage. Key Responsibilities Own the Named Partner Book - Maintain a live account plan for every partner in your book — segment, tier, health status, IPP score, and next milestone - Flag at-risk accounts before they become escalations - Serve as the system of record for who's in the book and why Build Joint Business Plans - Co-create mutual goals with each partner: target segments, pipeline objectives, managed-customer growth targets - Build certification and enablement plans directly into the joint business plan, not as a side conversation - Set the co-marketing and executive-alignment agenda for the period Grow Managed ARR and Customer Outcomes - Partner with Sales, Customer Success, and RevOps to find expansion opportunities inside partner-managed accounts - Monitor adoption and usage signals closely enough to catch churn or delivery risk before it shows up in retention - Bring data — not anecdotes — to internal reviews of what's working across the managed book Run the Operating Cadence - Run regular 1:1 check-ins and formal Quarterly Business Reviews (QBRs) with every named partner - For top-tier partners, lead a deeper annual strategic review with a standing recommendation prepared in advance - Come to every touchpoint with the latest scorecard pulled and open items tracked Maintain Standing and Progression - Track certification coverage, customer quality, and routing eligibility on an ongoing basis, not just at review time - Build promotion, remediation, or downgrade recommendations on consistent criteria, not gut feel - Own accountability internally whenever a partner's standing is in question Required Qualifications - 5+ years of experience in partner/channel account management, customer success, or strategic account management, ideally in B2B SaaS - Demonstrated success managing a portfolio of external relationships against mutual growth goals (joint business plans, QBRs, or equivalent) - Comfortable owning revenue-adjacent outcomes (managed ARR, NRR, retention) in partnership with Sales, CS, and RevOps - Strong executive presence — able to run a quarterly business review and represent Apollo credibly to partner leadership - Organized and data-driven, with experience maintaining account plans, scorecards, and health tracking across a named book Preferred Qualifications - Experience working within the HubSpot or Salesforce agency/partner ecosystems - Experience managing a tiered partner book (e.g., strategic/named tiers with differentiated cadence and service levels) - Familiarity with partner/channel platforms (PartnerStack, Crossbeam, or similar) - Background working alongside Partner Marketing on co-marketing, case studies, or joint events - Experience in a GTM, sales-engagement, or RevOps ecosystem The listed Pay Range reflects the total cash compensation inclusive of annual base salary and annual bonus as applicable. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonus target and annual base salary for the role. This salary range may be inclusive of several career levels at Apollo and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location. Applicants interested in this role who are not located in the US may request the annual salary range for their location during the interview process. Additional benefits for this role may include: 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. Tier 1 Pay Range (San Francisco, New York City, Seattle) $140,000—$175,000 USD Tier 2 Pay Range (All other US Locations) $120,000—$150,000 USD We are AI Native Apollo.io is an AI-native company built on a culture of continuous improvement. We’re on the front lines of driving productivity for our customers—and we expect the same mindset from our team. If you're energized by finding smarter, faster ways to get things done using AI and automation, you'll thrive here. Why You’ll Love Working at Apollo At Apollo, we’re driven by a shared mission: to help our customers unlock their full revenue potential. That’s why we take extreme ownership of our work, move with focus and urgency, and learn voraciously to stay ahead. We invest deeply in your growth, ensuring you have the resources, support, and autonomy to own your role and make a real impact. Collaboration is at our core—we’re all for one, meaning you’ll have a team across departments ready to help you succeed. We encourage bold ideas and courageous action, giving you the freedom to experiment, take smart risks, and drive big wins. If you’re looking for a place where your work matters, where you can push boundaries, and where your career can thrive—Apollo is the place for you. Learn more here!