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 successful candidate will own the partner-sourced pipeline, define the recruitment playbook, and drive the growth of a channel that will define how enterprises adopt Vapi at scale.
What You’ll Do
30 Day: Learn and map
Launch first outreach and open discovery conversations with high-priority prospective partners
Audit existing partner relationships and inbound partner interest to surface quick wins
Build the engine
Move first partners into active negotiation
Build the activation playbook with Sales and Solutions Engineering
Define the ideal partner profile and qualification criteria
Draft the first version of partner economics with leadership
First signings
Drive first partner-sourced opportunities into pipeline through co-selling with our sales team
Report early channel metrics to leadership and refine the recruitment playbook based on what’s working
Build a co-sell rhythm with our AEs
Ongoing: 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 with Agent Engineering through training and certification on Vapi
Shape the partner program as it matures
Who You Are
7+ years in partnerships, channel sales, or business development at a B2B software company, with 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
A self-directed operator who thrives in ambiguity - you build the playbook, then run it
Fluent in enterprise co-sell - you know how to make a partner deal land inside a direct sales org, from account mapping to rules of engagement
Bonus: existing relationships with AI consultancies, CX-focused SIs, or hyperscaler ecosystem partners (Microsoft, AWS, Google), or prior experience in voice AI or CCaaS
How We Work
Build something worthy of love - Craft matters. We aim to build products and experiences customers genuinely love, not just tolerate.
Commit and follow through - We finish what we start and build trust by being people others can count on.
Why not today? - We value urgency and momentum. The fastest path to customer value usually wins.
Seek raw input - We go directly to customers, data, and teammates instead of relying on summaries or assumptions. It’s our problem - We operate as one team. We share credit, own mistakes together, and support each other when things get hard.
Be direct and kind - We give feedback clearly, respectfully, and without delay.
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