--- title: 'Head Of Partnerships at fonio' canonical: 'https://feeny.ai/job/head-of-partnerships-fonio-vienna-7kg8h6y6q587' type: 'job' last_seen: '2026-10-29' --- # Head Of Partnerships at fonio - **Company:** fonio - **Location:** Vienna, Austria - **Compensation:** €120k–€160k - **Employment:** full-time - **Work type:** onsite - **Posted:** 2026-10-20 - **Last confirmed live:** 2026-10-29 - **Apply:** https://jobs.ashbyhq.com/fonio/f1f87bb6-377d-4ee3-8385-7ed918b63e80 ## Job description Head of Partnerships Vienna or Barcelona · Full-time · Reports to the CCO Salary Range: €120000 - €160000 OTE + Equity ## About fonio fonio builds AI phone agents, plus WhatsApp, chat and email assistants, for small and medium-sized businesses. We have 10,000+ customers and grew from $1M to $10M ARR in under 12 months. We’re now expanding across Europe, Brazil and the US. We work with ownership, direct feedback, few meetings and no politics. You run your area like it’s your company. ## The role Partnerships is a major growth channel for fonio as we expand into new markets. As Head of Partnerships, you’ll own the strategy and the results across two tracks: - Channel partners: resellers, referral partners, small agencies and IT shops. They activate fast, come in high volume and scale well. - Strategic partners: larger platforms, telcos and ecosystems. Cycles are longer and the prize is bigger. You’ll set the direction for both and decide where we place our bets. You’ll also lead the team that delivers it. This is a hands-on role. You’ll be in the room with partners, running calls and closing deals alongside your team. For us, partner activation is a sales motion. Success means partners who bring in revenue. ## What you’ll do - Own the partnerships strategy and revenue targets across channel and strategic partners. - Design and scale the partner program: partner types, incentives, onboarding and enablement. - Build a repeatable playbook from first conversation to first joint deal closed. - Adapt the model by market. Partnerships work very differently in DACH, Southern Europe, the UK and the US. - Lead and grow the partnerships team. Set clear priorities, coach, and hire as the channel scales. - Own the numbers: partner-sourced revenue, partners activated, time to first deal, and repeat activation. - Work with Sales, Marketing and Product on co-selling, co-marketing and integrations. ## What you bring - You’ve led a partnerships or channel team at a SaaS company. AI is a bonus. - You come from a sales background and have carried a number. You treat partner activation as selling. - You’ve worked with partners in more than one market, ideally including the US and a European region. - You’ve built or scaled a partner program and know how to adapt it to different types of partner. - You have a track record of growing quickly into bigger scope and bigger teams. - You’re fluent in English. German or Spanish is a plus. - You’re comfortable travelling regularly to Vienna and to partner events. ## What you get - Real ownership of a function that sits at the centre of our international growth. - A direct line to the CCO. - A team of ambitious people, many of them former founders. - Salary: €120000 - €160000 OTE, plus significant equity. - Everything you need to be successful - if you need it - you´ll get it. Process - Intro Call with Recruiter (30 mins) - Skill Interview with CCO (60 mins) - Interview with CEO (30 mins) - Culture Call (20 mins) fonio is an equal opportunity employer. If you meet most of this and want to build something, apply. ## About fonio ## Company Overview - **One-liner**: fonio is a European AI platform that provides AI phone assistants and omnichannel customer communication solutions for small and medium-sized businesses. - **Entity Type**: Private (Seed stage) - **Headquarters**: Vienna, Austria - **Founded**: 2024 - **Founders**: Daniel Keinrath (CEO) and Matthias Gruber (CTO) ## Core Business - **Primary industry**: AI-powered customer communication / Telecommunications - **Target customers**: B2B, primarily small and medium-sized businesses (SMBs) with high volumes of customer calls - **Mission or purpose statement**: To ensure no lead, customer, or opportunity is missed by providing 24/7 AI-powered communication across phone, WhatsApp, email, and chat. ## Products & Services - **AI Phone Assistant**: An AI agent that handles inbound and outbound calls, capable of scheduling appointments, answering inquiries, processing orders, and transcribing conversations. It features speech recognition for difficult dialects, turn-detection for natural conversation flow, and real-time emotion recognition. It can be set up in under 10 minutes with no coding required. - **Omnichannel Platform**: Expanding beyond voice to include WhatsApp (already live), with email and chatbot support to follow. The platform integrates with CRMs, calendar tools, and databases via native integrations and APIs. - **Proprietary Calendar**: An AI-native calendar tool that is already live as part of the platform. - **Proprietary CRM**: A CRM purpose-built for AI-driven customer interactions, expected to launch by the end of Q3 2026. ## Market Standing - **Valuation/Market Cap**: $140 million valuation (as of June 2026, per seed round) - **Key Metric**: Total funding of over $20 million, including a $17 million seed round led by 20VC (June 2026) and a €3 million angel round (December 2025). - **Notable Investors/Partners**: 20VC (lead), with participation from founders and executives of Synthesia, HubSpot, and Revolut. Previous angel investors include early backers of Facebook and Airbnb. - **Growth Signals**: - Over 7,000 customers across nine markets (Austria, Germany, Switzerland, France, Italy, Poland, Brazil, UK, USA) - Automates over 2 million calls per month - Growing at roughly 40% month-over-month - Acquired competitor fluently in September 2025 - Added $1 million in ARR in April 2026 alone, targeting a 5x increase by year-end - Opening offices in New York, Munich, Milan, Paris, London, Warsaw, and Barcelona ## Competitive Advantages - **Proprietary European Infrastructure**: Develops its own orchestration layer and models (speech recognition, turn-detection, emotion recognition), ensuring all data remains in the EU on servers in Nuremberg, Germany. This differentiates them from competitors who white-label US services. - **High End-to-End Resolution Rate**: In roughly 90% of cases, the AI agent conducts a fully human-like conversation and resolves the inquiry without needing to route it to a human. - **Builder-Heavy Team**: Over half the team are former founders, operations leaders, or people who have scaled products at companies like Canva. ## Strategic Focus - **Omnichannel Expansion**: Moving beyond voice to become a full omnichannel platform (WhatsApp, email, chat). - **International Expansion**: Establishing physical offices in key markets (New York, Munich, Milan, Paris, London, Warsaw, Barcelona) after recent launches in the UK and US. - **Building an AI-Native Tool Ecosystem**: Developing a proprietary calendar and CRM to create a complete, integrated platform for customer communication. ## Why Work Here - **Rapid Growth & Impact**: The company is in a phase of hypergrowth (40% MoM), and employees are "still early enough that your work will genuinely shape the culture, the product, and the company." [fonio.ai/en/careers](https://www.fonio.ai/en/careers) - **Culture**: Described as fast, committed, and in-office by default. The team emphasizes moving fast and having fun. Most roles are Vienna-based, with the expectation of being in the office most days. - **Remote Options**: Engineering roles are fully remote (within ±3 hours of CET). For other roles, there is a temporary relocation to Vienna for onboarding (1-3 months), followed by relocation to the target market. - **Relocation Support**: The company sponsors travel and accommodation in Vienna for the onboarding period and offers full relocation support for moving to target markets. - **Team Size**: Around 40-50 people, with plans to double by the end of the year. - **Hiring Process**: A 3-4 step process: 15-minute intro call, 30-45 minute skills interview (sometimes with a case study), potentially a deeper skills or leadership interview, and a final 20-minute culture call with both founders. [fonio.ai/en/careers](https://www.fonio.ai/en/careers) ## Sources 1. [fonio.ai - Product Page](https://www.fonio.ai/en) 2. [fonio.ai - Careers Page](https://www.fonio.ai/en/careers) 3. [fonio.ai - Press Section](https://www.fonio.ai/en/press) 4. [fonio.ai - Seed Funding Press Release](https://www.fonio.ai/en/news-cool-stuff/pr-14mio-seed-funding-20vc) 5. [LinkedIn - fonio.ai](https://at.linkedin.com/company/fonio-ai) ## Other roles at fonio - [Onboarding Specialist](https://feeny.ai/job/onboarding-specialist-fonio-vienna-951c4tjyggpd) — Vienna, Austria - [Country Manager (US)](https://feeny.ai/job/country-manager-us-fonio-new-york-gz6qy2815qp3) — New York, NY - [Sales Lead (US)](https://feeny.ai/job/sales-lead-us-fonio-new-york-hqnbsm9dhknv) — New York, NY - [Account Executive (US)](https://feeny.ai/job/account-executive-us-fonio-new-york-y1ay5cbepgy8) — New York, NY - [Product Designer](https://feeny.ai/job/product-designer-fonio-vienna-1eg2f1jmxgyg) — Vienna, Austria - [People Operations Manager (US)](https://feeny.ai/job/people-operations-manager-us-fonio-new-york-6bjy1qms30fv) — New York, NY - [Forward Deployed Engineer - Spanish](https://feeny.ai/job/forward-deployed-engineer-spanish-fonio-europe-pcf13sx43zn5) — Europe - [Forward Deployed Engineer - Italian](https://feeny.ai/job/forward-deployed-engineer-italian-fonio-europe-b7z9gdqtgb2h) — Europe - [Forward Deployed Engineer - French](https://feeny.ai/job/forward-deployed-engineer-french-fonio-europe-4t590an6qmyb) — Europe - [Forward Deployed Engineer - UK](https://feeny.ai/job/forward-deployed-engineer-uk-fonio-london-javwvp38789v) — London, United Kingdom