Senior Manager, Solutions Partner

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 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