Director of Data & Distribution Partnerships

Apollo.io; United States; Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Remote & in-person roles

Flexible time off

Competitive pay

Office and learning stipend

Global healthcare coverage

Mental health and coaching support

Job summary

Apollo.io is seeking a senior leader to scale the Data Reseller business, own the P&L for a published SKU, and manage a quota-bearing team of AEs. You will partner with marketing to drive demand and shape bespoke data partnerships with large platforms.

You will identify new distribution channels, craft reusable templates for bespoke agreements, and lead high-stakes negotiations across multiple ecosystems in a fast-growing data marketplace.

Qualifications

• Minimum 8+ years in business development, partnerships or channel roles.
• Experience originating and closing complex, first-of-their-kind commercial agreements.
• Proven track record leading quota-carrying teams while closing deals personally.
• Experience with data licensing, API/data-reseller or platform marketplaces.

Responsibilities

• Scale the Data Reseller Business and own the end-to-end P&L for the published SKU.
• Hire, coach, and manage AEs who carry the resale quota.
• Partner with marketing to fund demand generation and identify growth levers.
• Structure and close bespoke data agreements with named counterparties using reusable templates.
• Build and run discovery marketplace distribution across data-cloud marketplaces and platform registries.
• Lead high-stakes BD deals and be involved in rooms for deals that don’t fit the playbook.
• Define distribution strategies for formation platforms and related networks.

Skills

Business development

Partnerships

Channel sales

Quota management

Complex negotiations

Tools

Data licensing

API/data-reseller

Platform marketplaces

Job description

• 1. Scale the Data Reseller Business
• Own the volume data-resale P&L end to end: a published SKU with repeatable paper, carried by AEs
• Hire, coach, and manage the AEs who carry the resale quota
• Partner with Partner Marketing to fund demand generation behind the reseller business, and find the growth levers that haven’t been pulled yet
• Build a clear point of view on what increased demand gen unlocks and where the upmarket bespoke-deal opportunity is biggest
• 1. Identify Data Partnerships with Large Platforms and Craft the Bespoke Arrangements
• Structure and close bespoke data agreements: one-off commercial arrangements with named, high-value counterparties, heavy up front, light after, and built as reusable templates rather than one-offs
• Build and run discovery marketplace distribution: surfaces where a buyer is already shopping, from data-cloud marketplaces to MCP registries and platform marketplaces
• Run new, complex BD deals personally, you’re expected to be in the room for anything that doesn’t fit the existing playbook
• 1. Uncover New, Innovative Distribution Partnerships
• Build and run point-of-formation distribution: platforms that sit with a company from the week it’s formed, think formation platforms, website builders, and the regional CPA and business-advisory networks that touch companies at inception
• Within your first six months, arrive at several new distribution “big swings” that are prioritized, sized, and shaped for a resourcing decision
• This is a build-from-scratch mandate: you’ll define the shape of the function, not inherit one

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.

8+ years in business development, partnerships, or channel roles, with meaningful experience originating and closing complex, first-of-their-kind commercial agreements — not just running an existing partner programExperience managing or coaching a quota-carrying team (AEs, BDRs, or partner managers) while personally closing the deals your team can’t yet handle aloneA track record of building something that didn’t exist before — a new channel, commercial model, or category of partner — rather than optimizing an established motionComfortable operating in both modes this role requires: high-volume, SKU-based commercial structures (published pricing, repeatable paper) and heavy, bespoke one-off negotiations with named counterpartiesExperience with data licensing, API/data-reseller businesses, or platform marketplaces (Snowflake, Databricks, or similar data-cloud ecosystems)Experience with point-of-formation or embedded distribution models (legal tech, business-formation platforms, fintech, or similar)Background scaling a partner or channel P&L from early-stage