Apollo.io Director, Data & Distribution Partnerships builds and leads Apollo's data reseller business and crafts bespoke commercial arrangements with large platforms. This role invents new commercial models and scales distribution partnerships.
Responsibilities
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
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
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
Qualification
8+ years in business developmentExperience with data licensingTier 1 Pay Range (San Francisco$220
Required
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
Preferred
Experience with data licensing, API/data-reseller businesses, or platform marketplaces (Snowflake, Databricks, or similar data-cloud ecosystems)
Experience with point-of-formation or embedded distribution models (legal tech, business-formation platforms, fintech, or similar)
Background scaling a partner or channel P&L from early-stage
The listed Pay Range reflects the total cash compensation inclusive of annual base salary and annual bonus as applicable. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonus target and annual base salary for the role. This salary range may be inclusive of several career levels at Apollo and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location. Applicants interested in this role who are not located in the US may request the annual salary range for their location during the interview process.
Additional benefits for this role may include: equity; company bonus or sales commissions/bonuses; 401(k) plan; at least 10 paid holidays per year, flex PTO, and parental leave; employee assistance program and wellbeing benefits; global travel coverage; life/AD&D/STD/LTD insurance; FSA/HSA and medical, dental, and vision benefits.
Tier 1 Pay Range (San Francisco, New York City, Seattle)
