Senior Manager, Solutions Partners at Vapi (San Francisco, CA)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! vapi.ai

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