Apollo.io - Head of Partner Programs, Strategy and Operations

• 7+ years of experience in Revenue Operations, Sales Operations, Business Operations, Partner Operations, Strategy & Operations, or a related function, with experience operating in a B2B SaaS environment and working across multiple GTM functions. Must have direct experience in Partnerships within this. • Experience building an operating function from the ground up. You've created processes, systems, reporting, and governance where there wasn't previously a mature operating model, and you know how to balance getting today's work done with building what will replace it. • Strong understanding of partnerships and partner-led motions. You understand the operational mechanics behind agencies, technology/integration partners, channel programs, strategic partnerships, or similar ecosystems. You understand how partner economics, attribution, incentives, deal registration, and partner lifecycle management work. • A systems thinker with a builder's bias. You naturally look for the underlying system behind a recurring problem. Rather than building another workaround, you ask what process, data model, workflow, or automation would prevent the problem from happening again. • Strong analytical instincts. You're comfortable working with funnel, pipeline, revenue, cohort, and attribution data and can move between executive-level business questions and the underlying data required to answer them. You know how to distinguish a measurement problem from a business problem. • Strong cross-functional leadership without relying on formal authority. You can align multiple XFN Stakeholders around a shared operating model, make tradeoffs explicit, and drive work to completion even when the underlying components are owned by different teams. • Strategic and operational range. You can participate in a conversation about the future of Apollo's partner strategy in the morning and then get into the details of an attribution definition, Salesforce workflow, or revenue-share process in the afternoon. • Comfortable with ambiguity and evolving requirements. Partner motions are still being built. You should be comfortable creating structure where there isn't much, making decisions with incomplete information, and iterating quickly as the business learns. • Strong written and verbal communicator. You can write a crisp operating proposal, explain a complex systems dependency to an executive, turn an ambiguous request into requirements for Engineering, and create documentation that a broader team can actually use. • High ownership and strong judgment. You know which problems require a durable solution, which can be handled pragmatically, and when to pull in the right functional owner. You optimize for the health of the overall revenue system rather than protecting functional boundaries. • AI Fluency & Tooling • Apollo operates at the intersection of AI and go-to-market, and our Revenue Operations organization is expected to lead from the front. This role requires genuine fluency in leveraging AI as part of how you operate and build. • Using LLMs as an active operating partner. Whether you're analyzing partner performance, developing SQL, drafting requirements, documenting processes, investigating data quality issues, or preparing an executive recommendation, you should be reaching for AI tools wherever they can materially accelerate your work. • Designing partner operations for an AI-native environment. Think beyond dashboards and workflows toward how structured partner data, documentation, and operating context can be made accessible to AI agents and internal tools. You should understand the importance of clean schemas, canonical definitions, semantic documentation, and reliable system interfaces. • Using AI to increase operating leverage. The expectation is that a single operator can accomplish substantially more by combining strong judgment with AI-assisted analysis, development, automation, and documentation. • Staying ahead of the tooling curve. The AI tooling landscape is moving quickly. We're looking for someone who experiments, learns independently, shares what works, and continuously looks for ways to replace manual operational work with better systems. • Knowing where AI should and shouldn't be trusted. AI can accelerate analysis and execution, but it can also introduce hallucinations, incorrect assumptions, and false confidence. You should have strong enough operational and analytical judgment to validate AI-generated outputs and know when first-principles analysis is required. • Scope & Ownership • Partner Operations sits within Revenue Operations and owns the infrastructure that makes the Partnerships business measurable and scalable. • Partner Operations owns: • Partner-business reporting, measurement, and recurring instrumentation • Partner data quality and attribution • Partner systems requirements, architecture, and operating processes • Partner lifecycle and funnel instrumentation • Deal-registration and commercial operations • Partner agreement and amendment administration in partnership with Legal • Revenue-share operational tracking and payout process coordination with Finance • Partner-related data requests and cross-functional operational workflows • Design and documentation of partner operating models and processes • Requirements and coordination for systems and data builds • Continuous improvement and automation of partner operations • Partner Operations partners with, but does not replace: • Partner Managers, who own partner relationships, partner strategy, and commercial relationships • Systems, who own company-wide systems administration and technical implementation • Data Engineering / RevOps Analytics, who own underlying data infrastructure and statistical methodology where applicable • Finance, who owns financial controls and payout execution • Legal, who owns legal review and contractual risk • BizOps, who provides strategic guidance and project support on broader cross-functional initiatives • Partner Marketing / Academy, who own co-marketing strategy and certification/badge program design • Partnerships technical resources, who may build lightweight agents, automations, or prototypes outside the core company-wide systems infrastructure • 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) • $184,000—$270,000 USD • Tier 2 Pay Range (All other US Locations) • $160,000—$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.