Head of Partner Operations

Apollo.io, the leading go-to-market solution for revenue teams, is seeking a Head of Partner Operations to build and own the operating system for its Partnerships business. This role sits within Revenue Operations and is responsible for creating the infrastructure that allows partner motions to scale efficiently.

Core Responsibilities:

You will:

• Build the operating system for Partnerships, establishing processes, systems, data models, and governance to ensure measurable and scalable revenue channels.
• Architect partner motions and commercial models, designing workflows, incentives, tiering, deal mechanics, attribution, and systems requirements.
• Create a trusted measurement layer for partner performance, including reporting infrastructure, dashboards, and recurring metrics like Partner-Involved ARR and cohort NRR.
• Turn partner data into a decision-making system, identifying gaps in data quality and attribution, and driving remediation.
• Own the partner systems architecture, translating requirements into a coherent roadmap across tools like Salesforce, PartnerStack, and Apollo.
• Drive cross-functional initiatives, turning ambiguous business needs into structured requirements and driving execution.
• Continuously improve the economics and efficiency of partner motions without compromising growth.

Key Qualifications:

You must have:

• 7+ years of experience in Revenue Operations, Sales Operations, Business Operations, or Partner Operations, specifically in a B2B SaaS environment.
• Experience building an operating function from the ground up, balancing immediate needs with long-term scalability.
• A deep understanding of partnerships, including operational mechanics for agencies, technology partners, and strategic alliances.
• Strong analytical and systems-thinking skills, with a bias toward building scalable solutions.
• Cross-functional leadership experience, aligning stakeholders and driving execution without formal authority.
• Strategic and operational range, comfortable with both high-level strategy and granular execution.
• Comfort with ambiguity and evolving requirements, as partner motions are still being built.
• Strong communication skills, both written and verbal, for creating documentation and explaining complex systems.
• High ownership and strong judgment, optimizing for the overall revenue system.

AI Fluency & Tooling:

This role requires:

• Fluency in leveraging AI tools for analysis, development, automation, and documentation.
• Designing partner operations for an AI-native environment, ensuring structured data and documentation are accessible to AI agents.
• Using AI to increase operational leverage, replacing manual work with better systems.
• Staying ahead of AI tooling trends and validating AI-generated outputs with strong operational judgment.

Scope & Ownership:

Partner Operations owns:

• Partner-business reporting, measurement, and recurring instrumentation.
• Partner data quality and attribution.
• Partner systems requirements, architecture, and operating processes.
• Partner lifecycle and funnel instrumentation.
• Deal-registration and commercial operations.
• Partner agreement administration in partnership with Legal.
• Revenue-share operational tracking and payout process coordination with Finance.
• Partner-related data requests and cross-functional operational workflows.
• Design and documentation of partner operating models and processes.
• Requirements and coordination for systems and data builds.
• Continuous improvement and automation of partner operations.

Partner Operations partners with but does not replace:

• Partner Managers, Systems, Data Engineering, Finance, Legal, BizOps, Partner Marketing, and Partnerships technical resources.