Partner Account Manager

About the role

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 promotion, remediation, or downgrade recommendations on consistent criteria, not gut feel
• Own accountability internally whenever a partner's standing is in question

Required Qualifications

• 5+ years of experience in partner/channel account management, customer success, or strategic account management, ideally in B2B SaaS
• Demonstrated success managing a portfolio of external relationships against mutual growth goals (joint business plans, QBRs, or equivalent)
• Comfortable owning revenue-adjacent outcomes (managed ARR, NRR, retention) in partnership with Sales, CS, and RevOps
• Strong executive presence - able to run a quarterly business review and represent Apollo credibly to partner leadership
• Organized and data-driven, with experience maintaining account plans, scorecards, and health tracking across a named book

Preferred Qualifications

• Experience working within the HubSpot or Salesforce agency/partner ecosystems
• Experience managing a tiered partner book (e.g., strategic/named tiers with differentiated cadence and service levels)
• Familiarity with partner/channel platforms (PartnerStack, Crossbeam, or similar)
• Background working alongside Partner Marketing on co-marketing, case studies, or joint events
• Experience in a GTM, sales-engagement, or RevOps ecosystem