Senior Manager, Solutions Partners

Vapi (/ˈVɑːpi/):

Voice AI that resolves, not transfers

Powering 1 billion calls for companies like Amazon Ring, Intuit, ServiceTitan, and New York Life

Trusted by 1 million developers building the future of voice agents

Backed by Peak XV, Bessemer, Kleiner Perkins, M12, Y Combinator, and more with $72M raised

Try talking to Vapi now!

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

What You’ll Do:

30 Day : Learn and map

Go deep on 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

60 Day : Build the engine

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

90 Day : First signings

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

Ongoing : Own the channel

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

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)

You’ve built partner-sourced pipeline from zero or near-zero - founding work, not managing a mature book

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

Kind team : The founders, Jordan and Nikhil, are Canadians

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