Partner Development Manager

Overview

Own Apollo.io's partner development motion end to end, recruiting, qualifying, certifying and activating agencies, consultancies and solution providers in a book of 40–60 partners at a time.

What you'll do

• Source high-potential partners across all segments through inbound applications, customer referrals, ecosystem research and partner nominations.
• Score and prioritize every candidate against Apollo's Ideal Partner Profile before investing further time.
• Build and maintain a live cultivation list of 40–60 active partners.
• Determine each partner's segment, specialization, ICP and delivery model, and 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, and prepare them for their first live customer conversation.
• Move 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.
• 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 the named-partner (PAM) program, 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.

What you'll need

• 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; able to build the playbook as you run it.
• Clear, confident communicator who can enable and certify both non-technical and technical partners.

Nice to have

• Experience working within the HubSpot or Salesforce agency/partner ecosystems.
• Experience with partner/channel scoring or qualification frameworks, such as an Ideal Partner Profile or lead-scoring model.
• Familiarity with partner-management or PRM tooling such as 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.

Details

• Location: Remote, United States.