Senior Manager, Solutions Partner

Vapi•San Francisco, CA

2d•$220,000 - $260,000

About The Position

Voice AI that resolves, not transfers. Most phone systems trap callers in menus and scripts. Vapi is the platform for deploying voice agents that know your business and can listen, adapt, and resolve in minutes. The numbers: 1 billion calls. 1 million developers. 10x enterprise ARR growth The customers: Amazon Ring, ServiceTitan, New York Life, Intuit, Kavak, and thousands more, from YC startups to the Fortune 500 The news: a $50M Series B led by Peak XV Partners, with Bessemer Venture Partners, Kleiner Perkins, M12 (Microsoft's Venture Fund), Y Combinator, and our earlier backers. Total raised: $72M Why We’re Hiring This Role: Enterprises increasingly deploy voice AI through solutions partners - systems integrators, AI consultancies, and CX agencies - and we’re building that ecosystem from the ground up We need a founding senior IC to recruit, sign, and activate net-new solutions partners and turn them into a repeatable pipeline channel Partners extend our reach into enterprise accounts we couldn’t win alone - they bring the client relationships, industry depth, and delivery capacity to take Vapi into complex and regulated environments This role owns partner-sourced pipeline - the channel that will define how enterprises adopt Vapi at scale You’ll have a direct line to leadership and the rare chance to define the playbook, program, and economics of a channel from day one

Requirements

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)
Experience building partner-sourced pipeline from zero or near-zero
Comfortable negotiating partnership agreements, structuring incentives, and holding partners accountable to revenue outcomes
Ability to credibly discuss APIs, LLMs, and contact center/telephony ecosystems
Self-directed operator who thrives in ambiguity
Experience making a partner deal land inside a direct sales org, from account mapping to rules of engagement

Nice To Haves

Existing relationships with AI consultancies, CX-focused SIs, or hyperscaler ecosystem partners (Microsoft, AWS, Google)
Prior experience in voice AI or CCaaS

Responsibilities

Learn and map Vapi’s product, platform, and enterprise motion; meet Sales, Solutions Engineering, Marketing, and leadership to understand where partners fit
Map the solutions partner landscape - global and boutique SIs, AI-native consultancies, and CX specialists - and build a prioritized target list
Launch first outreach and open discovery conversations with high-priority prospective partners
Shadow customer and partner calls and review recent won/lost enterprise deals to see where partners accelerate or unlock revenue
Audit existing partner relationships and inbound partner interest to surface quick wins
Move first partners into active negotiation; sharpen the partner pitch, value proposition, and agreement structure
Build the activation playbook with Sales and Solutions Engineering - enablement path, co-sell process, and lighthouse deal identification
Stand up deal registration and attribution in the CRM so partner-sourced pipeline is tracked from day one
Define the ideal partner profile and qualification criteria so recruitment stays focused on partners who can both source and deliver
Draft the first version of partner economics with leadership - referral incentives, co-sell motion, and services attach
Sign the first cohort of solutions partners and kick off structured activation plans with each
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
Establish an onboarding cadence for each signed partner: kickoff, enablement milestones, and a first-deal target
Build a co-sell rhythm with our AEs - account mapping sessions and clear rules of engagement
Own and grow a quarterly partner-sourced pipeline
Continuously 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 - tiers, incentives, deal registration, and the economics that make Vapi the platform partners bet their practice on
Bring partner and end-client feedback to Product and champion the roadmap needs that unlock partner-led deals
Maintain a healthy partner recruitment funnel with clear stage conversion so the channel compounds quarter over quarter
Represent Vapi at industry events and across the CCaaS/AI ecosystem to build our reputation as the platform partners build on