Partner Account Manager

Apollo.io

4d•$180,000 - $245,000

About The Position

Apollo.io is hiring a Partner Account Manager (PAM) to own a focused book of approximately 20–30 of its highest-value partners after they have demonstrated sustained activity and strategic importance. The named-partner program is still being built, so the PAM will help define Apollo’s high-touch partner-management approach and shape the program’s future. The role focuses on turning agency and other strategic partner relationships into durable growth, rather than simply maintaining existing relationships. The PAM will develop joint business plans, lead the operating cadence that keeps Apollo and its partners accountable, and grow managed ARR and customer outcomes in collaboration with Sales, Customer Success, and RevOps. They will monitor partner health and performance, identify expansion and retention risks, and recommend when partners should progress, receive support, or move out of named coverage. The role also involves tracking partner standing and making consistent, data-based recommendations about promotion, remediation, or downgrade.

Requirements

At least 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, such as through joint business plans and QBRs or equivalent.
Comfort owning revenue-adjacent outcomes such as managed ARR, NRR, and retention in partnership with Sales, Customer Success, and RevOps.
Strong executive presence and ability to run QBRs and represent Apollo credibly to partner leadership.
Organized and data-driven, with experience maintaining account plans, scorecards, and health tracking across a named book.

Nice To Haves

Experience in the HubSpot or Salesforce agency/partner ecosystems.
Experience managing a tiered partner book with differentiated cadence and service levels.
Familiarity with partner/channel platforms such as PartnerStack or Crossbeam.
Background working with Partner Marketing on co-marketing, case studies, or joint events.
Experience in a GTM, sales-engagement, or RevOps ecosystem.

Responsibilities

Own a named book of approximately 20–30 high-value partners and maintain a live account plan for each, including segment, tier, health status, IPP score, and next milestone.
Identify at-risk partner accounts before they become escalations and serve as the system of record for named-book membership and rationale.
Co-create joint business plans with partners, covering target segments, pipeline objectives, managed-customer growth targets, certification and enablement plans, co-marketing, and executive alignment.
Partner with Sales, Customer Success, and RevOps to identify expansion opportunities within partner-managed accounts and grow managed ARR and customer outcomes.
Monitor customer adoption and usage signals to identify churn or delivery risk before it affects retention.
Use data to assess performance and report what is working across the managed partner book.
Run regular one-on-one check-ins and formal Quarterly Business Reviews with every named partner.
Lead deeper annual strategic reviews for top-tier partners and prepare standing recommendations in advance.
Prepare current scorecards for partner touchpoints and track open action items.
Continuously track certification coverage, customer quality, and routing eligibility.
Develop promotion, remediation, or downgrade recommendations using consistent criteria.
Own internal accountability when a partner’s standing is in question.