AVP, AI Ecosystem & Marketplace

Dialpad•Austin, TX

19h•Remote

About The Position

Dialpad is seeking an AVP, AI Ecosystem & Marketplace to own the formalization of its ISV and Strategic Technology Alliance motion. This role is crucial as Dialpad's Marketplace v2 is nearing launch and there's a growing ISV influence across the customer base. The AVP will be responsible for the commercial strategy, partner ecosystem, and revenue generation for ISVs across Dialpad’s Contact Center, UC, Collaboration, and Agentic AI portfolio. This is a highly visible, founding-style senior role where the individual will be the single accountable leader for designing and scaling three distinct revenue motions: OEM/Embed, Marketplace Resell, and Referral/ISV-Influenced. Additionally, the role involves establishing Dialpad’s position in the Google Cloud Marketplace and the wider technology alliance ecosystem. The position reports to the SVP, Channel Sales and can be based remotely, with travel required.

Requirements

10+ years in enterprise SaaS with at least 5 years focused on ISV, OEM, cloud marketplace, or strategic technology alliances.
Proven experience building or scaling a commercial motion on Google Cloud Marketplace, AWS Marketplace, or Azure Marketplace — including listing, co-sell, and take-rate economics.
Track record designing and closing OEM, embed, or rev-share agreements with measurable ARR contribution.
Demonstrated success partnering with Product and Engineering leadership to shape platform and marketplace roadmap.
Experience in Contact Center, Unified Communications, Collaboration, or Agentic AI / conversational AI categories strongly preferred.
Background in a Gartner Magic Quadrant or Canalys-tracked vendor environment, with fluency in analyst-driven category narratives.

Responsibilities

Define the commercial model, pricing, and deal-desk process to embed Dialpad into third-party products (OEM / Embed).
Build take-rate, listing, and co-sell motions across Google Cloud Marketplace and Dialpad’s marketplace with Product (Marketplace Resell).
Turn ISV-influenced pipeline into a measurable, repeatable motion with clear attribution, incentives, and SLAs (Referral / Influenced).
Define and prioritize the ISV target map across CCaaS, UCaaS, collaboration, and agentic AI adjacencies (Partner Strategy).
Recruit, onboard, and activate strategic ISVs—from category leaders to high-growth AI-native players (Partner Lifecycle).
Own executive relationships with hyperscalers (e.g., Google Cloud), aligning GTM with co-sell programs (Alliances).
Translate commercial needs into roadmap priorities with the CPO and marketplace product teams (Product Alignment).
Partner with Finance on take-rate, rev-share, and OEM margin structures that withstand Board scrutiny (Financial Model).
Co-design attribution, comp, and deal registration with RevOps and CRO org to align channel and direct sales (GTM Alignment).
Partner with Legal on agreements, data terms, and commercial guardrails (Governance).
Hit multi-million ARR targets for net-new ISV revenue using a staged investment model (Revenue Delivery).
Grow ISV-influenced bookings into a durable share of channel revenue (Channel Impact).
Establish QBRs, pipeline reviews, and exec sponsor rhythms to ensure accountability (Operating Cadence).
Develop the business case and hiring plan for ISV Partner, Alliance, and Program Ops teams as the motion scales (Team Build).