Director, Technology Alliances

Apollo.io

11h•$190,000 - $275,000•Remote

About The Position

Apollo.io is seeking a Director, Technology Alliances to manage and grow strategic technology partnerships. This role involves owning the commercial and relationship aspects of key alliances, turning technical integrations into go-to-market motions. The position starts as an individual contributor managing a portfolio of alliances, with a clear path to hiring and leading a team as the ecosystem scales. The Director will be responsible for field-level co-selling, joint business planning, co-marketing execution, and stakeholder alignment across Product, Marketing, Sales, and Partnerships.

Requirements

8+ years in technology alliances, strategic partnerships, or channel roles, with a demonstrated track record driving partner-sourced and partner-influenced pipeline and revenue.
Experience owning the full commercial lifecycle of a technology partnership — joint business planning, field co-sell, and co-marketing execution.
A track record designing and running joint go-to-market programs across demand generation, field events, and content, in partnership with a marketing team.
Proven ability to align stakeholders across levels (executive, management, field) and across functions (product, marketing, sales, partnerships) around a shared plan.
Comfortable starting as an individual contributor owning a personal portfolio, with a clear trajectory toward hiring and leading a team as the function scales.
Comfortable operating as the commercial counterpart to a technical partnerships function — you don't own integration depth, but you make sure the partnership generates real business value.

Nice To Haves

Experience with major CRM, cloud, or platform ecosystems and their partner/alliance programs.
Experience running rep-to-rep co-sell motions and marketplace listings.
Prior people-management experience, or demonstrated readiness to build and lead a team, is a plus.
Background at a high-growth SaaS company with both a self-serve and enterprise/mid-market motion, where alliance revenue had to be earned rather than assumed.

Responsibilities

Own 360-Degree Alliance Relationships: Take full ownership—commercial, relational, and operational—of a select portfolio of Apollo's graduated technology alliances.
Build and maintain joint business plans with each partner, and be the single point of accountability for the health and growth of the relationship.
Work with Product Partnerships to help decide which integrations are ready to graduate into a full alliance, and which alliances need to evolve or wind down.
Drive Field-Level Co-Selling and Revenue: Get Apollo's own sales org and each partner's sales org actually selling together.
Broker rep-to-rep introductions and build the field enablement that makes co-selling easy on both sides.
Own partner-sourced and partner-influenced pipeline and revenue as a core, measurable outcome of the role.
Design and Run Co-Marketing Programs: Build joint go-to-market programs that span demand generation, field events, and content.
Partner with Apollo's marketing team to execute programs that generate real pipeline.
Align Stakeholders Across the Business: Drive alignment across every level of the organization—from executive sponsors to management to the field—on each alliance's priorities and goals.
Be the connective tissue between Partnerships, Product, Marketing, and Sales for each alliance you own.
Build and Lead the Team as You Scale: Start as an individual contributor, personally owning and running a focused portfolio of alliances.
As the technology alliance ecosystem and revenue contribution grow, hire, coach, and lead a team of Technology Partner Managers.
Design how ownership divides as the team grows—by partner, partner type, or motion—and build the operating rhythm (QBRs, planning cadence, reporting) the team runs on.