Head of Partner Programs, Strategy and Operations

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.

As the Head of Partner Operations, you will build and own the operating system that allows Apollo's Partnerships business to scale.

Sitting within Revenue Operations, you will be the connective tissue between partner strategy and the company-wide systems, data, processes, and commercial infrastructure that make partner motions work. This is a high-leverage role at the intersection of Partnerships, Revenue Operations, Systems, Data, Finance, Legal.

Partner Managers own relationships and execution; you own the operational infrastructure underneath them and you’ll help co-author our partner strategy.

You'll establish the metrics and reporting that leadership uses to understand partner performance, architect the processes and systems that support different partner motions, and ensure the commercial mechanics behind those motions work reliably.

You'll operate across Apollo's technology, agency, integration, and strategic partner ecosystem. The goal isn't simply to make today's processes run better.

It's to build a scalable Partner Operations function that can absorb new partner motions, eliminate operational friction, and give the business a clear understanding of where partnerships are creating revenue and where the model needs to evolve.

The Opportunity This is an opportunity to build a function, not inherit a playbook.

Partnerships is becoming an increasingly important part of Apollo's revenue ecosystem, but partner motions create a unique operational challenge: the work crosses organizational boundaries, the data often lives across multiple systems, and the right operating model changes as the business learns.

The Head of Partner Operations will be responsible for turning that complexity into leverage. You'll help define how Apollo measures partner impact, how partner motions are structured, how systems support them, and how the company can scale partner revenue without scaling operational overhead at the same rate.

The strongest person in this role will leave the Partnerships organization with something substantially better than they found it: a clear operating model, trusted data, scalable systems, reliable commercial mechanics, and a set of partner motions that can evolve without rebuilding the infrastructure from scratch.

What You'll Do

Key Outcomes: Success in this role will be measured by your ability to: Build the operating system for Partnerships. Establish the processes, systems, data model, and governance that allow Partnerships to operate as a measurable, scalable revenue channel.

Define clear ownership across Partner Managers, RevOps, Systems, Data, Finance, Legal, and other stakeholders, and create the operating cadence that keeps the machine running. Architect partner motions and commercial models.

Partner with the VP of Partnerships and RevOps to design how different partner motions should work end-to-end, from acquisition and qualification through onboarding, activation, revenue generation, expansion, and 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. Own the reporting infrastructure that gives leadership visibility into partner-driven performance.

Establish the operating definitions, instrumentation, dashboards, and recurring reporting for metrics such as the agency funnel, integration adoption, Partner-Involved ARR, sourced/influenced/managed attribution, and partner cohort NRR.

Partner with RevOps, Finance and Analytics, while owning the operationalization and ongoing reliability of the resulting metrics. Turn partner data into a decision-making system.

Build the mechanisms that allow Partnerships and company leadership to understand which partners, motions, and investments are driving outcomes. Identify gaps in data quality and attribution, establish clear data ownership, and drive remediation upstream. Help drive decisions about where to invest, what to scale,