Director, Data & Distribution Partnerships

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.

Some of Apollo's biggest growth won't come from our own sales team. It'll come from other people selling or embedding Apollo under their own brand. That's the charter for Data & Distribution Partnerships, a newly created function with three mandates: scaling our data reseller business by hiring and leading a team of data reseller AEs, identifying data partnership opportunities with large platforms and crafting the bespoke commercial arrangements to support them, and uncovering new, innovative distribution partnerships beyond either of those two motions. Across all three, this is more invention than management. You're building commercial models that don't exist yet, not running relationships someone else already defined.

This is a great fit for someone who thrives in 0-to-1 environments: scrappy enough to build the strategy themselves (demand gen, pricing and packaging, marketing, sales process) and execute it personally, but experienced enough to then build and lead the team that takes it from 1 to 10. We're hiring the first Director to build and run it.

What you'll do:

1. Scale the Data Reseller Business

Own the volume data-resale P&L end to end: a published SKU with repeatable paper, carried by AEs

Hire, coach, and manage the AEs who carry the resale quota

Partner with Partner Marketing to fund demand generation behind the reseller business, and find the growth levers that haven't been pulled yet

Build a clear point of view on what increased demand gen unlocks and where the upmarket bespoke-deal opportunity is biggest

2. Identify Data Partnerships with Large Platforms and Craft the Bespoke Arrangements

Structure and close bespoke data agreements: one-off commercial arrangements with named, high-value counterparties, heavy up front, light after, and built as reusable templates rather than one-offs

Build and run discovery marketplace distribution: surfaces where a buyer is already shopping, from data-cloud marketplaces to MCP registries and platform marketplaces

Run new, complex BD deals personally, you're expected to be in the room for anything that doesn't fit the existing playbook

3. Uncover New, Innovative Distribution Partnerships

Build and run point-of-formation distribution: platforms that sit with a company from the week it's formed, think formation platforms, website builders, and the regional CPA and business-advisory networks that touch companies at inception

Within your first six months, arrive at several new distribution "big swings" that are prioritized, sized, and shaped for a resourcing decision

This is a build-from-scratch mandate: you'll define the shape of the function, not inherit one

Minimum Qualifications

8+ years in business development, partnerships, or channel roles, with meaningful experience originating and closing complex, first-of-their-kind commercial agreements — not just running an existing partner program

Experience managing or coaching a quota-carrying team (AEs, BDRs, or partner managers) while personally closing the deals your team can't yet handle alone

Comfortable operating in both modes this role requires: high-volume, SKU-based commercial structures (published pricing, repeatable paper) and heavy, bespoke one-off negotiations with named counterparties

A track record of building something that didn't exist before — a new channel, commercial model, or category of partner — rather than optimizing an established motion

Preferred Qualifications

Experience with data licensing, API/data-reseller businesses, or platform marketplaces (Snowflake, Databricks, or similar data-cloud ecosystems)