Partner Account Manager

Apolloio

United States

Remote

USD 120,000 - 175,000

Full time

3 days ago

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Benefits offered by this job

Equity

Company bonus or sales commissions/bon

401(k) plan

At least 10 paid holidays per year

Job summary

Apollo.io is seeking a strategic Partner Account Manager to lead a named book of high-value partners. You will craft joint business plans, align on growth targets, and drive partner-led ARR with cross-functional teams across Sales, CS, and RevOps.

You will build and maintain live account plans, monitor health metrics, and steer quarterly reviews to ensure sustained partner success and elevated collaboration with executive leadership.

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.

Responsibilities

Own the Named Partner Book, maintain live account plans and segment partners by tier and health.
Build Joint Business Plans with partners, co-create goals and enablement plans.
Grow managed ARR and customer outcomes with Sales, CS, and RevOps, identifying expansion opportunities.
Run the operating cadence with 1:1s and Quarterly Business Reviews for named partners.
Maintain standing and progression metrics, including certification coverage and routing eligibility.

Skills

Partner management

Executive presence

Data-driven

Cross-functional

Tools

HubSpot ecosystem

Job description

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: