Head of Partner Programs, Strategy and Operations

Apollo is seeking a Head of Partner Programs, Strategy and Operations to build and own the operating system for Apollo's Partnerships business. This remote role, based in the United States, sits within Revenue Operations and connects partner strategy with company-wide systems, data, processes, and commercial infrastructure. You will partner with Partner Managers and cross-functional teams to define the operating model, establish metrics and reporting, and create scalable processes and systems that support partner motions across technology, agency, integration, and strategic partnerships. The goal is to develop a scalable Partner Operations function that absorbs new partner motions, reduces friction, and provides clear visibility into where partnerships generate revenue and where the model should evolve.

Responsibilities

• Build the operating system for Partnerships by establishing processes, systems, data model, and governance to enable Partnerships to operate as a measurable, scalable revenue channel. Define clear ownership across Partner Managers, RevOps, Systems, Data, Finance, Legal, and other stakeholders, and create an ongoing operating cadence.

• Architect partner motions and commercial models in collaboration with the VP of Partnerships and RevOps. Design end-to-end partner motions—from acquisition and qualification through onboarding, activation, revenue generation, expansion, and renewal. Translate strategy into concrete operating models, including workflows, incentives, tiering, deal mechanics, attribution, systems requirements, and measurement.

• Create a trusted measurement layer for the partner business. Own the reporting infrastructure that provides leadership with visibility into partner-driven performance. Define operating definitions, instrumentation, dashboards, and recurring reports for metrics such as agency funnel, integration adoption, Partner-Involved ARR, attribution (sourced/influenced/managed), and partner cohort NRR. Partner with RevOps, Finance, and Analytics to ensure reliable metrics.

• Turn partner data into a decision-making system. Build mechanisms to help Leadership understand which partners, motions, and investments drive outcomes. Identify data quality and attribution gaps, establish data ownership, and drive remediation upstream to inform where to invest, scale, or adjust.

• Own the partner systems architecture in partnership with Systems. Translate partnership requirements into a coherent systems roadmap covering Salesforce, PartnerStack, Crossbeam, Apollo, and other tools. Work with Systems and Data Engineering to ensure accurate data capture, data flow between systems, and usability for reporting and automation. You will own the requirements, architecture, prioritization, and operating model rather than administering every system.

• Drive cross-functional initiatives from ambiguity to execution. Turn ambiguous business needs into structured requirements, identify owners, and drive execution. You are accountable for delivering a functioning operating model even when you don’t directly own every component.

• Continuously improve the economics and efficiency of the partner motion without hindering growth. Use operational data to identify friction, leakage, and manual work across the partner lifecycle. Build business cases for process changes, automation, or new tooling, and measure whether these investments improve partner productivity, revenue contribution, data quality, or operating leverage.

• What we're looking for

• 7+ years of experience in Revenue Operations, Sales Operations, Business Operations, Partner Operations, Strategy & Operations, or a related function, with experience in a B2B SaaS environment and cross-functional GTM collaboration. Direct experience in Partnerships is required.

• Experience building an operating function from the ground up, creating processes, systems, reporting, and governance where none existed, while balancing immediate needs with future scalability.

• Strong understanding of partnerships and partner-led motions, including agency, technology/integration partners, channel programs, and strategic partnerships. Knowledge of partner economics, attribution, incentives, deal registration, and lifecycle management.

• A systems thinker with a builder’s mindset who seeks underlying processes, data models, workflows, and automation to prevent recurring problems.

• Strong analytical skills with comfort in funnel, pipeline, revenue, cohort, and attribution data; ability to translate executive questions into data-driven insights and distinguish measurement from business issues.

• Proven cross-functional leadership capability without over-reliance on any single team.