Head of Partner Programs, Strategy and Operations

Apollo.io

5d•$220,000 - $315,000•Remote

About The Position

Apollo.io is seeking a Head of Partner Operations, Strategy and Operations to build and own the operating system for its Partnerships business. This role sits within Revenue Operations and acts as the connective tissue between partner strategy and the company-wide systems, data, processes, and commercial infrastructure. The position is responsible for establishing metrics and reporting for partner performance, architecting processes and systems to support partner motions, and ensuring the reliability of commercial mechanics. The role will operate across Apollo's technology, agency, integration, and strategic partner ecosystem, with the goal of building a scalable Partner Operations function that can absorb new partner motions, eliminate operational friction, and provide clear insights into partnership revenue generation. This is an opportunity to build a function from the ground up, defining how Apollo measures partner impact, structures partner motions, supports them with systems, and scales partner revenue efficiently.

Requirements

7+ years of experience in Revenue Operations, Sales Operations, Business Operations, Partner Operations, Strategy & Operations, or a related function.
Experience operating in a B2B SaaS environment.
Experience working across multiple GTM functions.
Direct experience in Partnerships.
Experience building an operating function from the ground up, creating processes, systems, reporting, and governance.
Strong understanding of partnerships and partner-led motions, including agencies, technology/integration partners, channel programs, and strategic partnerships.
Understanding of partner economics, attribution, incentives, deal registration, and partner lifecycle management.
A systems thinker with a builder's bias.
Strong analytical instincts, comfortable with funnel, pipeline, revenue, cohort, and attribution data.
Ability to move between executive-level business questions and underlying data.
Strong cross-functional leadership without relying on formal authority.
Strategic and operational range, able to discuss partner strategy and operational details.
Comfortable with ambiguity and evolving requirements, creating structure with incomplete information.
Strong written and verbal communicator, able to write proposals, explain dependencies, and create documentation.
High ownership and strong judgment, optimizing for the health of the overall revenue system.
Genuine fluency in leveraging AI as part of how you operate and build, using LLMs as an active operating partner.
Ability to design partner operations for an AI-native environment, understanding the importance of clean schemas, canonical definitions, and reliable system interfaces.
Experience using AI to increase operating leverage.
Proactive in experimenting with and learning AI tooling.
Strong operational and analytical judgment to validate AI-generated outputs.

Nice To Haves

Experience with Salesforce, PartnerStack, Crossbeam, and other connected tooling.

Responsibilities

Build the operating system for Partnerships, establishing processes, systems, data model, and governance for a measurable, scalable revenue channel.
Define clear ownership across Partner Managers, RevOps, Systems, Data, Finance, Legal, and other stakeholders, and create the operating cadence for the team.
Architect partner motions and commercial models in partnership with the VP of Partnerships and RevOps, covering the full partner lifecycle from acquisition to renewal.
Translate strategy into concrete operating models, including workflows, incentives, tiering, deal mechanics, attribution, systems requirements, and measurement.
Create a trusted measurement layer for the partner business, owning the reporting infrastructure for partner-driven performance.
Establish operating definitions, instrumentation, dashboards, and recurring reporting for key partner metrics.
Partner with RevOps, Finance, and Analytics to operationalize and ensure the reliability of partner metrics.
Turn partner data into a decision-making system, enabling understanding of which partners, motions, and investments drive outcomes.
Identify and remediate gaps in data quality and attribution, establishing clear data ownership.
Own the partner systems architecture in partnership with the Systems team, translating partnership requirements into a systems roadmap.
Ensure partner data is captured correctly, flows between systems, and remains usable for reporting and automation.
Drive cross-functional initiatives from ambiguity to execution, turning ambiguous business needs into structured requirements and driving completion.
Continuously improve the economics and efficiency of the partner motion by identifying friction, leakage, and manual work.
Develop business cases for process changes, automation, or new tooling, and measure their impact on partner productivity, revenue contribution, data quality, or operating leverage.