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# Partner Development Manager

- **Company:** Thrive Inc
- **Location:** San Francisco, CA, United States (Remote available)
- **Experience:** Expert
- **Salary:** $115,000.0 - $140,000.0
- **Contract:** Permanent contract
- **Skills:** Artificial Intelligence, Salesforce.Com, Data Management, Hubspot
- **Published:** October 11, 2026
- **Apply:** https://www.builtincolorado.com/auth/login?destination=/job/partner-development-manager/11619288

## About the Role

* 5+ years of experience in partner development, channel sales, business development, or a related partnerships role, ideally in B2B SaaS
 * Track record building relationships with agencies, consultancies, or solution-provider partners from first contact through onboarding
 * Comfortable running a structured, multi-stage pipeline across a high-volume book of accounts (40+)
 * Strong qualification instincts - able to separate a partner's real potential from surface-level interest
 * Excellent program-management skills; you'll be building the playbook as you run it, not just following one
 * Clear, confident communicator who can enable and certify both non-technical and technical partners, * Experience working within the HubSpot or Salesforce agency/partner ecosystems
 * Experience with partner/channel scoring or qualification frameworks (e.g., an Ideal Partner Profile or lead-scoring model)
 * Familiarity with partner-management or PRM tooling (PartnerStack, Crossbeam, or similar)
 * Background operating in a GTM/RevOps ecosystem, or with agencies that build on top of sales-engagement or data platforms
 * Experience designing or running a partner certification/enablement curriculum

## Description

Target and Recruit

 * Source high-potential partners across all segments - inbound applications, customer referrals, ecosystem research, and partner nominations
 * Score and prioritize every candidate against Apollo's Ideal Partner Profile (IPP) before investing further time
 * Build and maintain a live cultivation list of 40-60 active partners

Qualify and Segment

 * Determine each partner's segment (e.g., RevOps, lead-gen, sales training, AI-native/headless GTM, or generalist marketing agency), specialization, ICP, and delivery model
 * Separate partners with a genuine, Apollo-centered motion from generic interest

Certify and Enable

 * Drive partners through Apollo's certification curriculum and onboarding
 * Help each partner package a concrete Apollo offer, referral motion, or delivery service
 * Prepare partners for their first live customer conversation

Create the First Activation

 * Push every partner toward a first measurable activation event: a qualified referral, a registered opportunity, or a managed customer
 * Track progress against a shared, partner-visible activation plan with clear gates and goals

Develop Toward Graduation

 * Run a consistent cadence with each partner across the activation pathway, and keep them accountable to it
 * Recommend next steps for every partner: promotion into Apollo's named-partner (PAM) program, a move to scaled/automated nurture, or deprioritization
 * Partner cross-functionally with Partner Operations on data quality and reporting, and with Partner Marketing on segment-specific enablement and recruitment campaigns