Senior Manager, Solutions Partner
Why We’re Hiring
This role is crucial for building the solutions partner ecosystem that extends Vapi’s reach into enterprise accounts. The candidate will be responsible for recruiting, signing, and activating new partners, turning them into a repeatable pipeline channel. They will own the partner-sourced pipeline and define the economics and playbook for this channel.
What You’ll Do
30 Day: Learn and map
Launch first outreach and open discovery conversations with high-priority prospective partners
Shadow customer and partner calls and review recent won/lost enterprise deals
Audit existing partner relationships and inbound partner interest
Build the engine
Move first partners into active negotiation
Build the activation playbook
Define the ideal partner profile and qualification criteria
Draft the first version of partner economics
First signings
Drive first partner-sourced opportunities into pipeline
Own the channel
Own and grow a quarterly partner-sourced pipeline
Recruit new partners while driving existing ones to their first and next sourced deals
Deepen partner delivery capability
Shape the partner program
Ongoing: Own and grow the channel
Who You Are
7+ years in partnerships, channel sales, or business development at a B2B software company
3+ years recruiting and launching new partners (SIs, consultancies, or agencies)
Commercially sharp: comfortable negotiating partnership agreements, structuring incentives, and holding partners accountable to revenue outcomes
Technical enough to credibly discuss APIs, LLMs, and contact center/telephony ecosystems
Self-directed operator who thrives in ambiguity
Existing relationships with AI consultancies, CX-focused SIs, or hyperscaler ecosystem partners (Microsoft, AWS, Google)
Prior experience in voice AI or CCaaS
How We Work
Build something worthy of love
Craft matters
Commit and follow through
Why not today?
Seek raw input
It’s our problem
Be direct and kind
Why Vapi
Generational impact: Build the human interface for every business
Ownership culture: Many of us are previous founders
Tier-1 Investors: YC, KP seed, Bessemer Series A
What We Offer
Real stake: We offer a competitive salary and excellent equity ownership
Comprehensive health coverage: medical, dental, and vision plans
Team love: We love hanging out, and we do quarterly off-sites
Flexible time off: take what you need
More: catered meals, transportation, gym, and a $10k annual L&D budget
Compensation Range
$220K - $260K