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Director, Technology Alliances

Apollo.io

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Distans (US)
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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. Apollo has hundreds of technical integrations across its ecosystem. Only a select few graduate into full Technology Alliances — partnerships significant enough to warrant real commercial investment: co-selling, joint go-to-market programs, and coordinated effort across product, marketing, sales, and partnerships. This is where Apollo puts the large majority of its focus and resources once an integration has proven it's worth building a genuine alliance around. You'll own 360-degree responsibility for a select group of Apollo's most important technology alliances — the commercial and relationship layer that turns a technical integration into a real go-to-market motion. Where Product Partnerships owns integration depth and breadth (the technical relationship with each partner's R&D org), you own everything commercial: field-level co-selling, joint business planning, co-marketing execution, and stakeholder alignment from the executive level down to the field. You'll start by owning and running a focused portfolio of these alliances yourself. As Apollo's technology alliance ecosystem and revenue contribution scale, you'll hire and lead a team of Technology Partner Managers to carry that portfolio forward. What you'll do: 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 Minimum Qualifications - 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 Preferred Qualifications - 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. Why You’ll Love Working at Apollo 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. 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. 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!

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