Partner Account Manager

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 promotio