Partner Account Manager

Overview

Own a focused, named book of Apollo.io's highest-value partners (roughly 20–30) and drive partner-managed growth through joint business plans, a disciplined operating cadence, and clear progression decisions.

What you'll do

• Own the named partner book: maintain a live account plan for every partner, covering segment, tier, health status, IPP score, and next milestone
• Flag at-risk accounts before they become escalations, and serve as the system of record for who is in the book and why
• Build joint business plans with each partner, co-creating mutual goals across target segments, pipeline objectives, and managed-customer growth targets
• Build certification and enablement plans directly into the joint business plan
• Set the co-marketing and executive-alignment agenda for the period
• Partner with Sales, Customer Success, and RevOps to find expansion opportunities inside partner-managed accounts
• Monitor adoption and usage signals to catch churn or delivery risk before it shows up in retention
• Bring data, not anecdotes, to internal reviews of what is working across the managed book
• 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
• Track certification coverage, customer quality, and routing eligibility on an ongoing basis
• Build promotion, remediation, or downgrade recommendations on consistent criteria
• Own internal accountability whenever a partner's standing is in question

What you'll need

• 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

Nice to have

• 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

Details

• Location: Remote, United States
• Pay range: Tier 1 (San Francisco, New York City, Seattle) $140,000–$175,000 USD; Tier 2 (all other US locations) $120,000–$150,000 USD. Total cash compensation including base salary and annual bonus, per the listed pay range.
• Benefits may include equity; company bonus or sales commissions/bonuses; 401(k); at least 10 paid holidays, 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.