Long-Tail Partner Growth Marketer

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. Apollo 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.

Apollo's agency partner ecosystem is both large and diverse — thousands of partners ranging from solopreneurs and independent consultants up through large lead generation, RevOps, and AI go-to-market agencies. We're hiring the first person to own the long tail of that ecosystem: the population too large to manage one relationship at a time, but too important to leave unmanaged.

This is not a traditional partner management role. It's a growth marketing role that happens to be responsible for partners instead of end customers. You'll treat the agency population the way a growth marketer treats a customer base — segmented, measured, and moved through a funnel — and build the one-to-many systems that move thousands of partners through acquisition, activation, engagement, and retention at once. You won't carry a book of named accounts, and you'll be judged on funnel metrics, not on how many partners you know by name.

What you'll do:

1. Own the Long-Tail Partner Funnel

• Own acquisition, activation, engagement, and retention for Apollo's long-tail agency segment end to end
• Define and own the metrics that matter — activation rate, time-to-first-deal, partner-sourced pipeline, engagement/certification rates, retention and dormancy by cohort — and report on program health the way a growth marketer reports on funnel health
• Identify where the scaled motion should hand off to human-managed relationships (by tier, spend, or engagement threshold), and partner with the Solution Partner Program team to keep that line clean

2. Build the Scaled, Automated Motion

• Design and run tiered, automated programs that move partners through onboarding, certification, and ongoing engagement without manual, one-to-one intervention
• Build and maintain the partner segmentation model — activity level, certification status, deal registration, referral volume, account overlap — to determine which automated motion each partner or tier receives
• Own PartnerStack as the operational backbone for partner enrollment, tiering, commissions, and program administration, and use it to trigger and manage lifecycle programs at scale
• Continuously test and iterate on program mechanics — segmentation cuts, messaging, sequencing, incentive triggers — to improve conversion at each stage of the funnel

3. Turn Ecosystem Data Into Growth Signal

• Use Crossbeam account-mapping data to surface overlap signal across partners, customers, and prospects
• Translate that signal into automated, partner-facing nudges and internal routing — not manual account review

4. Fuel the Motion With Content, at Scale

• Partner with Partner Marketing to develop content relevant to the agency ecosystem — enablement material, product updates, co-marketing assets
• Distribute that content at scale across the partner base, rather than partner by partner

Minimum Qualifications

• Background in growth marketing, lifecycle marketing, or PLG customer marketing — not channel/partnerships management. You've run programs against thousands of accounts or users, not dozens
• Fluent in funnel math: activation, conversion, retention, cohort churn. You think in rates and segments, and you can pull and interpret your own data
• Fluency with PartnerStack (partner operations, tiering, commissions) and Crossbeam (account overlap/mapping), or the demonstrated ability to ramp on comparable tools quickly
• Track record designing a program once and letting automation and segmentation carry it across a large population, rather than personally executing outreach at scale
• Comfortable partnering with a marketing function to produce and distribute content, without owning content creation personally

Preferred Qualifications

• Experience with marketing automation/lifecycle tooling (Apollo uses Customer.io internally); experience with a comparable platform such as Braze, Iterable, or HubSpot workflows is transferable
• Experience in a self-serve/PLG motion, developer or app ecosystem growth role, or a role running a tiered partner program where segmentation — not manual review — determined the partner experience
• Prior experience at a high-growth B2B SaaS company with a product-led or sales-led motion