Partner Development Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Take full ownership of the partner development process from start to finish, which includes identifying high-potential partners and guiding them through certification, enablement, and initial activation.

• Acquire partners via inbound applications, customer referrals, ecosystem research, and partner nominations.

• Evaluate and rank candidates based on Apollo's Ideal Partner Profile.

• Create and maintain a dynamic cultivation list of 40–60 active partners.

• Define each partner's segment, specialization, Ideal Customer Profile (ICP), and delivery model.

• Identify partners who genuinely align with an Apollo-centered approach.

• Guide partners through Apollo's certification curriculum and onboarding process.

• Assist partners in packaging an Apollo offer, referral initiative, or delivery service.

• Prepare partners for their initial live customer interaction.

• Facilitate qualified referrals, registered opportunities, or managed customers as the first activation events.

• Monitor progress using shared activation plans that include clear milestones and objectives.

• Maintain a consistent rhythm of partner engagement and accountability.

• Suggest promotions to the named-partner program, scaled/automated nurture, or deprioritization as necessary.

• Work with Partner Operations to ensure data quality and reporting standards are met.

• Collaborate with Partner Marketing on enablement and recruitment campaigns tailored to specific segments.

• Assist in the development and refinement of Apollo's partner acquisition-to-activation playbook.

⛳️ Requirements

• A minimum of 5 years of experience in partner development, channel sales, business development, or a related partnerships role, preferably in B2B SaaS.

• Proven track record of cultivating relationships with agencies, consultancies, or solution-provider partners from initial contact to onboarding.

• Comfortable managing a structured, multi-stage pipeline across a large volume of accounts (40+).

• Strong instincts for qualification, with the ability to distinguish a partner's true potential from mere surface interest.

• Exceptional program management skills.

• Clear and confident communication abilities to enable and certify both technical and non-technical partners.

• Experience within the HubSpot or Salesforce agency/partner ecosystems is preferred.

• Familiarity with partner/channel scoring or qualification frameworks is advantageous.

• Experience with partner management or PRM tools such as PartnerStack or Crossbeam is preferred.

• Background working in a GTM/RevOps ecosystem or with agencies that utilize sales engagement or data platforms is preferred.

• Previous experience in designing or implementing a partner certification/enablement curriculum is preferred.

🏝️ Benefits

• Equity

• Company bonus or sales commissions/bonuses

• 401(k) plan

• At least 10 paid holidays per year

• Flex PTO

• Parental leave

• Employee assistance program

• Wellbeing benefits

• Global travel coverage

• Life/AD&D/STD/LTD insurance

• FSA/HSA

• Medical, dental, and vision benefits

• Resources, support, and autonomy to take ownership of your role and make a genuine impact

• Opportunities for cross-departmental collaboration and growth support