Director of Data & Distribution Partnerships, Apollo.io

• 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

Desirable

• 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