Head of Partner Programs (Strategy and Operations)

Join Apollo as the Head of Partner Programs, where you will build and own the operating system that allows our Partnerships business to scale. This high-leverage role sits within Revenue Operations and requires a strong understanding of partnerships, analytical instincts, and cross-functional leadership. You will establish metrics and reporting, architect partner motions and commercial models, create a trusted measurement layer, and drive cross-functional initiatives. This is an opportunity to build a function from the ground up and make a significant impact on Apollo's revenue ecosystem.

• Establish the processes, systems, data model, and governance that allow Partnerships to operate as a measurable, scalable revenue channel.
• Partner with the VP of Partnerships and RevOps to design how different partner motions should work end-to-end, from acquisition and qualification through onboarding, activation, revenue generation, expansion, and renewal.
• Own the reporting infrastructure that gives leadership visibility into partner-driven performance. Establish the operating definitions, instrumentation, dashboards, and recurring reporting for metrics such as the agency funnel, integration adoption, Partner-Involved ARR, sourced/influenced/managed attribution, and partner cohort NRR.

• A systems thinker with a builder's bias. You naturally look for the underlying system behind a recurring problem. Rather than building another workaround, you ask what process, data model, workflow, or automation would prevent the problem from happening again
• Strong written and verbal communicator. You can write a crisp operating proposal, explain a complex systems dependency to an executive, turn an ambiguous request into requirements for Engineering, and create documentation that a broader team can actually use
• Strong understanding of partnerships and partner-led motions. You understand the operational mechanics behind agencies, technology/integration partners, channel programs, strategic partnerships, or similar ecosystems. You understand how partner economics, attribution, incentives, deal registration, and partner lifecycle management work
• Strong analytical instincts. You're comfortable working with funnel, pipeline, revenue, cohort, and attribution data and can move between executive-level business questions and the underlying data required to answer them. You know how to distinguish a measurement problem from a business problem
• Strong cross-functional leadership without relying on formal authority. You can align multiple XFN Stakeholders around a shared operating model, make tradeoffs explicit, and drive work to completion even when the underlying components are owned by different teams
• Comfortable with ambiguity and evolving requirements. Partner motions are still being built. You should be comfortable creating structure where there isn't much, making decisions with incomplete information, and iterating quickly as the business learns
• 7+ years of experience in Revenue Operations, Sales Operations, Business Operations, Partner Operations, Strategy & Operations, or a related function, with experience operating in a B2B SaaS environment and working across multiple GTM functions. Must have direct experience in Partnerships within this
• High ownership and strong judgment. You know which problems require a durable solution, which can be handled pragmatically, and when to pull in the right functional owner. You optimize for the health of the overall revenue system rather than protecting functional boundaries
• Strategic and operational range. You can participate in a conversation about the future of Apollo's partner strategy in the morning and then get into the details of an attribution definition, Salesforce workflow, or revenue-share process in the afternoon
• Experience building an operating function from the ground up. You've created processes, systems, reporting, and governance where there wasn't previously a mature operating model, and you know how to balance getting today's work done with building what will replace it