EMEA Partnerships Lead

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. Founded in 2015, the company is one of the fastest growing companies in SaaS, raising approximately $250 million to date and valued at $1.6 billion. Apollo.io 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. By helping revenue professionals find the most accurate contact information and automating the outreach process, Apollo.io turns prospects into customers. Apollo raised a series D in 2023 and is backed by top-tier investors, including Sequoia Capital, Bain Capital Ventures, and more, and counts the former President and COO of Hubspot, JD Sherman, among its board members.

Apollo is building the definitive open GTM platform, and we're building the ecosystem to match. We're hiring our first dedicated partnerships hire in EMEA - someone to own the regional strategy, build the agency ecosystem from the ground up, advance our existing technology alliances across the region, and explore where reseller partnerships make sense country by country. This is not a role for someone who runs playbooks handed to them from HQ. The job is to write the EMEA playbook, execute it, and help us understand where the global strategy needs to bend to fit regional realities.

You will work in close alignment with Apollo's Head of EMEA Sales and operate as an equal partner in shaping how partnerships fits into the regional go-to-market. Equal parts builder, operator, and strategist - you'll need to move between long-range thinking and hands-on execution without losing altitude.

What you'll do:

1. Own Apollo's EMEA Partnerships Strategy

• Develop and own the EMEA partnerships strategy, including where it diverges from US or global priorities based on market dynamics, buyer behavior, and the regional competitive landscape
• Serve as the primary voice of the EMEA ecosystem internally, advising cross-functional stakeholders on where the global strategy fits, where it doesn't, and what needs to be built locally
• Partner closely with Apollo's Head of EMEA Sales to ensure the partnerships strategy ladders to regional revenue goals and is genuinely integrated into how the EMEA team goes to market
• Track and report on partner-influenced pipeline and revenue across the region; use that data to prioritize where to invest time and push for executive decisions

2. Build the EMEA Agency Ecosystem

• Build Apollo's agency partner program in EMEA from scratch - identifying, recruiting, and onboarding high-potential GTM, RevOps, and AI-native agencies across key markets
• Enable agency partners to build differentiated practices around Apollo, with a focus on helping them generate real revenue from the relationship through services delivery, customer co-sell, and Apollo's demand-routing programs
• Develop the enablement, capability verification, and matchmaking infrastructure needed to put agencies in front of the right Apollo customers - with the goal of driving retention and expansion in the installed base, not just new-logo sourcing
• Work with the global agency team to translate and adapt the GTME certification program and playbooks for the EMEA context

3. Advance Strategic Technology Alliances Regionally

• Own the regional execution of Apollo's CRM and technology partner relationships (Salesforce, HubSpot, and others) - working with global alliance owners to unlock co-sell motion in EMEA and connect Apollo's field reps with counterpart partner reps in the region
• Identify integration and co-sell opportunities that improve Apollo's ability to compete and win in EMEA mid-market and enterprise accounts
• Explore and evaluate where net-new strategic alliances make sense for EMEA distribution, building business cases for investment when the opportunity is real

4. Explore and Develop Reseller Partnerships

• Assess where reseller partnerships make commercial sense in specific EMEA markets, particularly in countries where direct coverage is thin or where local distribution partners can accelerate Apollo's reach
• Define the commercial model, partner criteria, and enablement requirements for any reseller motion; build the first partnerships if there's a clear path, and bring in the right internal stakeholders to support it
• Be honest about where reseller adds leverage and where it adds complexity - this is a charter to explore, not an assumption that it's the right model everywhere

Minimum Qualifications

• 8+ years in technology partnerships, alliances, or channel roles with significant EMEA market experience
• Demonstrated experience building a partner program or regional partnerships function from an early stage, not just managing an inherited book
• Comfortable working across multiple partner types: agency/SI relationships, technology alliances, and channel or reseller models
• Track record of driving partner-influenced or partner-sourced revenue in a commercial-facing role
• Strong instincts about how GTM motions differ across EMEA markets and how to adapt a global playbook accordingly
• Experience working in close partnership with regional sales leadership; you earn trust with a sales organization by making deals move, not by managing relationships in a vacuum
• Based in EMEA; fluency in English required, additional European language a plus

Preferred Qualifications

• Experience with Salesforce and/or HubSpot partner programs in an EMEA context
• Familiarity with the EMEA agency and RevOps ecosystem
• Prior experience at a high-growth B2B SaaS company with a product-led or sales-led motion

We are AI Native

Apollo.io is an AI-native company built on a culture of continuous improvement. We’re on the front lines of driving productivity for our customers - and we expect the same mindset from our team. If you're energized by finding smarter, faster ways to get things done using AI and automation, you'll thrive here.

Why You’ll Love Working at Apollo

At Apollo, we’re driven by a shared mission: to help our customers unlock their full revenue potential. That’s why we take extreme ownership of our work, move with focus and urgency, and learn voraciously to stay ahead.

We invest deeply in your growth, ensuring you have the resources, support, and autonomy to own your role and make a real impact. Collaboration is at our core - we’re all for one, meaning you’ll have a team across departments ready to help you succeed. We encourage bold ideas and courageous action, giving you the freedom to experiment, take smart risks, and drive big wins.

If you’re looking for a place where your work matters, where you can push boundaries, and where your career can thrive - Apollo is the place for you.

Learn more here!