Partner Account Manager

Apollo.io

5d•$120,000 - $175,000•Remote

About The Position

Apollo.io is the leading go-to-market solution for revenue teams, trusted by over 500,000 companies and millions of users globally. 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.

Requirements

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

Nice To Haves

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

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