Partner Growth Manager

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's agency partner ecosystem is both large and diverse — thousands of partners ranging from solopreneurs and independent consultants up through large lead generation, RevOps, and AI go-to-market agencies. We're hiring the first person to own the long tail of that ecosystem: the population too large to manage one relationship at a time, but too important to leave unmanaged. This is not a traditional partner management role. It's a growth marketing role that happens to be responsible for partners instead of end customers. You'll treat the agency population the way a growth marketer treats a customer base — segmented, measured, and moved through a funnel — and build the one-to-many systems that move thousands of partners through acquisition, activation, engagement, and retention at once. You won't carry a book of named accounts, and you'll be judged on funnel metrics, not on how many partners you know by name. What you'll do: 1. Own the Long-Tail Partner Funnel Own acquisition, activation, engagement, and retention for Apollo's long-tail agency segment end to end Define and own the metrics that matter — activation rate, time-to-first-deal, partner-sourced pipeline, engagement/certification rates, retention and dormancy by cohort — and report on program health the way a growth marketer reports on funnel health Identify where the scaled motion should hand off to human-managed relationships (by tier, spend, or engagement threshold), and partner with the Solution Partner Program team to keep that line clean 2. Build the Scaled, Automated Motion Design and run tiered, automated programs that move partners through onboarding, certification, and ongoing engagement without manual, one-to-one intervention Build and maintain the partner segmentation model — activity level, certification status, deal registration, referral volume, account overlap — to determine which automated motion each partner or tier receives Own PartnerStack as the operational backbone for partner enrollment, tiering, commissions, and program administration, and use it to trigger and manage lifecycle programs at scale Continuously test and iterate on program mechanics — segmentation cuts, messaging, sequencing, incentive triggers — to improve conversion at each stage of the funnel 3. Turn Ecosystem Data Into Growth Signal Use Crossbeam account-mapping data to surface overlap signal across partners, customers, and prospects Translate that signal into automated, partner-facing nudges and internal routing — not manual account review 4. Fuel the Motion With Content, at Scale Partner with Partner Marketing to develop content relevant to the agency ecosystem — enablement material, product updates, co-marketing assets Distribute that content at scale across the partner base, rather than partner by partner Minimum Qualifications Background in growth marketing, lifecycle marketing, or PLG customer marketing — not channel/partnerships management. You've run programs against thousands of accounts or users, not dozens Fluent in…