Director, Technology Alliances

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