Apollo.io - Director, Technology Alliances
Requirements
• 8+ years in technology alliances, strategic partnerships, or channel roles, with a demonstrated track record driving partner-sourced and partner-influenced pipeline and revenue • Experience owning the full commercial lifecycle of a technology partnership — joint business planning, field co-sell, and co-marketing execution • A track record designing and running joint go-to-market programs across demand generation, field events, and content, in partnership with a marketing team • Proven ability to align stakeholders across levels (executive, management, field) and across functions (product, marketing, sales, partnerships) around a shared plan • Comfortable starting as an individual contributor owning a personal portfolio, with a clear trajectory toward hiring and leading a team as the function scales • Comfortable operating as the commercial counterpart to a technical partnerships function — you don't own integration depth, but you make sure the partnership generates real business value • Experience with major CRM, cloud, or platform ecosystems and their partner/alliance programs • Experience running rep-to-rep co-sell motions and marketplace listings • Prior people-management experience, or demonstrated readiness to build and lead a team, is a plus • Background at a high-growth SaaS company with both a self-serve and enterprise/mid-market motion, where alliance revenue had to be earned rather than assumed • The listed Pay Range reflects the total cash compensation inclusive of annual base salary and annual bonus as applicable. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonus target and annual base salary for the role. This salary range may be inclusive of several career levels at Apollo and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location. Applicants interested in this role who are not located in the US may request the annual salary range for their location during the interview process. • Additional benefits for this role may include: equity; company bonus or sales commissions/bonuses; 401(k) plan; at least 10 paid holidays per year, flex PTO, and parental leave; employee assistance program and wellbeing benefits; global travel coverage; life/AD&D/STD/LTD insurance; FSA/HSA and medical, dental, and vision benefits. • Tier 1 Pay Range (San Francisco, New York City, Seattle) • $220,000—$275,000 USD • Tier 2 Pay Range (All other US Locations) • $190,000—$238,000 USD • We are AI Native • Apollo.io is an AI-native company built on a culture of continuous improvement. We’re on the front lines of driving productivity for our customers—and we expect the same mindset from our team. If you're energized by finding smarter, faster ways to get things done using AI and automation, you'll thrive here.
Responsibilities
• 1. Own 360-Degree Alliance Relationships • Take full ownership — commercial, relational, and operational — of a select portfolio of Apollo's graduated technology alliances • Build and maintain joint business plans with each partner, and be the single point of accountability for the health and growth of the relationship • Work with Product Partnerships to help decide which integrations are ready to graduate into a full alliance, and which alliances need to evolve or wind down • 2. Drive Field-Level Co-Selling and Revenue • Get Apollo's own sales org and each partner's sales org actually selling together, not just aware of each other • Broker rep-to-rep introductions and build the field enablement that makes co-selling easy on both sides • Own partner-sourced and partner-influenced pipeline and revenue as a core, measurable outcome of the role • 3. Design and Run Co-Marketing Programs • Build joint go-to-market programs that span demand generation, field events, and content — not one-off co-marketing moments • Partner with Apollo's marketing team to execute programs that generate real pipeline, not just brand association • 4. Align Stakeholders Across the Business • Drive alignment across every level of the organization — from executive sponsors to management to the field — on each alliance's priorities and goals • Be the connective tissue between Partnerships, Product, Marketing, and Sales for each alliance you own • 5. Build and Lead the Team as You Scale • Start as an individual contributor, personally owning and running a focused portfolio of alliances • As the technology alliance ecosystem and revenue contribution grow, hire, coach, and lead a team of Technology Partner Managers • Design how ownership divides as the team grows — by partner, partner type, or motion — and build the operating rhythm (QBRs, planning cadence, reporting) the team runs on • all for one • bold ideas and courageous action • If you’re looking for a place where your work matters, where you can push boundaries, and where your career can thrive—Apollo is the place for you. • Learn more here!
Benefits
• At Apollo, we’re driven by a shared mission: to help our customers unlock their full revenue potential. That’s why we take extreme ownership of our work, move with focus and urgency, and learn voraciously to stay ahead. • take extreme ownership • move with focus and urgency • learn voraciously • We invest deeply in your growth, ensuring you have the resources, support, and autonomy to own your role and make a real impact. Collaboration is at our core—we’re all for one, meaning you’ll have a team across departments ready to help you succeed. We encourage bold ideas and courageous action, giving you the freedom to experiment, take smart risks, and drive big wins.
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