{"schemaVersion":"jobsearcher.job.v1","id":"ab03eaed061d70ee395ae4fc","url":"https://jobsearcher.com/jobs/ab03eaed061d70ee395ae4fc","canonicalUrl":"https://jobsearcher.com/jobs/ab03eaed061d70ee395ae4fc","title":"Senior Manager, Solutions Partner","description":"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 growthThe customers: Amazon Ring, ServiceTitan, New York Life, Intuit, Kavak, and thousands more, from YC startups to the Fortune 500The 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: $72MWhy We’re Hiring This RoleEnterprises increasingly deploy voice AI through solutions partners - systems integrators, AI consultancies, and CX agencies - and we’re building that ecosystem from the ground upWe need a founding senior IC to recruit, sign, and activate net-new solutions partners and turn them into a repeatable pipeline channelPartners 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 environmentsThis role owns partner-sourced pipeline - the channel that will define how enterprises adopt Vapi at scaleYou’ll have a direct line to leadership and the rare chance to define the playbook, program, and economics of a channel from day oneWhat You’ll Do30 Day: Learn and mapGo deep on Vapi’s product, platform, and enterprise motion; meet Sales, Solutions Engineering, Marketing, and leadership to understand where partners fitMap the solutions partner landscape - global and boutique SIs, AI-native consultancies, and CX specialists - and build a prioritized target listLaunch first outreach and open discovery conversations with high-priority prospective partnersShadow customer and partner calls and review recent won/lost enterprise deals to see where partners accelerate or unlock revenueAudit existing partner relationships and inbound partner interest to surface quick wins60 Day: Build the engineMove first partners into active negotiation; sharpen the partner pitch, value proposition, and agreement structureBuild the activation playbook with Sales and Solutions Engineering - enablement path, co-sell process, and lighthouse deal identificationStand up deal registration and attribution in the CRM so partner-sourced pipeline is tracked from day oneDefine the ideal partner profile and qualification criteria so recruitment stays focused on partners who can both source and deliverDraft the first version of partner economics with leadership - referral incentives, co-sell motion, and services attach90 Day: First signingsSign the first cohort of solutions partners and kick off structured activation plans with eachDrive first partner-sourced opportunities into pipeline through co-selling with our sales teamReport early channel metrics to leadership and refine the recruitment playbook based on what’s workingEstablish an onboarding cadence for each signed partner: kickoff, enablement milestones, and a first-deal targetBuild a co-sell rhythm with our AEs - account mapping sessions and clear rules of engagementOngoing: Own the channelOwn and grow a quarterly partner-sourced pipelineContinuously recruit new partners while driving existing ones to their first - and next - sourced dealsDeepen partner delivery capability with Agent Engineering through training and certification on VapiShape the partner program as it matures - tiers, incentives, deal registration, and the economics that make Vapi the platform partners bet their practice onBring partner and end-client feedback to Product and champion the roadmap needs that unlock partner-led dealsMaintain a healthy partner recruitment funnel with clear stage conversion so the channel compounds quarter over quarterRepresent Vapi at industry events and across the CCaaS/AI ecosystem to build our reputation as the platform partners build onWho You Are7+ 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 bookCommercially sharp: comfortable negotiating partnership agreements, structuring incentives, and holding partners accountable to revenue outcomesTechnical enough to credibly discuss APIs, LLMs, and contact center/telephony ecosystemsA self-directed operator who thrives in ambiguity - you build the playbook, then run itFluent in enterprise co-sell - you know how to make a partner deal land inside a direct sales org, from account mapping to rules of engagementBonus: existing relationships with AI consultancies, CX-focused SIs, or hyperscaler ecosystem partners (Microsoft, AWS, Google), or prior experience in voice AI or CCaaSHow We WorkBuild 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 VapiGenerational impact: Build the human interface for every businessOwnership culture: Many of us are previous foundersKind team: The founders, Jordan and Nikhil, are CanadiansTier-1 Investors: YC, KP seed, Bessemer Series AWhat We OfferReal stake: We offer a competitive salary and excellent equity ownershipComprehensive health coverage: medical, dental, and vision plansTeam love: We love hanging out, and we do quarterly off-sitesFlexible time off: take what you needMore: catered meals, transportation, gym, and a $10k annual L&D budget","company":"Vapi","rawCompany":"vapi","city":"Ny","state":"WAL","isRemote":false,"isActive":false,"createdAt":"2026-07-16T11:29:47.593Z","occupations":[{"code":"15-1299.09","title":"Information Technology Project Managers","slug":"information-technology-project-managers"},{"code":"11-2022.00","title":"Sales Managers","slug":"sales-managers"},{"code":"11-3021.00","title":"Computer and Information Systems Managers","slug":"computer-and-information-systems-managers"}],"industries":[{"code":"513210","title":"Software Publishers","slug":"software-publishers"},{"code":"541511","title":"Custom Computer Programming Services","slug":"custom-computer-programming-services"},{"code":"541512","title":"Computer Systems Design Services","slug":"computer-systems-design-services"}],"jobPosting":{"@context":"https://schema.org","@type":"JobPosting","title":"Senior Manager, Solutions Partner","description":"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 growthThe customers: Amazon Ring, ServiceTitan, New York Life, Intuit, Kavak, and thousands more, from YC startups to the Fortune 500The 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: $72MWhy We’re Hiring This RoleEnterprises increasingly deploy voice AI through solutions partners - systems integrators, AI consultancies, and CX agencies - and we’re building that ecosystem from the ground upWe need a founding senior IC to recruit, sign, and activate net-new solutions partners and turn them into a repeatable pipeline channelPartners 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 environmentsThis role owns partner-sourced pipeline - the channel that will define how enterprises adopt Vapi at scaleYou’ll have a direct line to leadership and the rare chance to define the playbook, program, and economics of a channel from day oneWhat You’ll Do30 Day: Learn and mapGo deep on Vapi’s product, platform, and enterprise motion; meet Sales, Solutions Engineering, Marketing, and leadership to understand where partners fitMap the solutions partner landscape - global and boutique SIs, AI-native consultancies, and CX specialists - and build a prioritized target listLaunch first outreach and open discovery conversations with high-priority prospective partnersShadow customer and partner calls and review recent won/lost enterprise deals to see where partners accelerate or unlock revenueAudit existing partner relationships and inbound partner interest to surface quick wins60 Day: Build the engineMove first partners into active negotiation; sharpen the partner pitch, value proposition, and agreement structureBuild the activation playbook with Sales and Solutions Engineering - enablement path, co-sell process, and lighthouse deal identificationStand up deal registration and attribution in the CRM so partner-sourced pipeline is tracked from day oneDefine the ideal partner profile and qualification criteria so recruitment stays focused on partners who can both source and deliverDraft the first version of partner economics with leadership - referral incentives, co-sell motion, and services attach90 Day: First signingsSign the first cohort of solutions partners and kick off structured activation plans with eachDrive first partner-sourced opportunities into pipeline through co-selling with our sales teamReport early channel metrics to leadership and refine the recruitment playbook based on what’s workingEstablish an onboarding cadence for each signed partner: kickoff, enablement milestones, and a first-deal targetBuild a co-sell rhythm with our AEs - account mapping sessions and clear rules of engagementOngoing: Own the channelOwn and grow a quarterly partner-sourced pipelineContinuously recruit new partners while driving existing ones to their first - and next - sourced dealsDeepen partner delivery capability with Agent Engineering through training and certification on VapiShape the partner program as it matures - tiers, incentives, deal registration, and the economics that make Vapi the platform partners bet their practice onBring partner and end-client feedback to Product and champion the roadmap needs that unlock partner-led dealsMaintain a healthy partner recruitment funnel with clear stage conversion so the channel compounds quarter over quarterRepresent Vapi at industry events and across the CCaaS/AI ecosystem to build our reputation as the platform partners build onWho You Are7+ 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 bookCommercially sharp: comfortable negotiating partnership agreements, structuring incentives, and holding partners accountable to revenue outcomesTechnical enough to credibly discuss APIs, LLMs, and contact center/telephony ecosystemsA self-directed operator who thrives in ambiguity - you build the playbook, then run itFluent in enterprise co-sell - you know how to make a partner deal land inside a direct sales org, from account mapping to rules of engagementBonus: existing relationships with AI consultancies, CX-focused SIs, or hyperscaler ecosystem partners (Microsoft, AWS, Google), or prior experience in voice AI or CCaaSHow We WorkBuild 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 VapiGenerational impact: Build the human interface for every businessOwnership culture: Many of us are previous foundersKind team: The founders, Jordan and Nikhil, are CanadiansTier-1 Investors: YC, KP seed, Bessemer Series AWhat We OfferReal stake: We offer a competitive salary and excellent equity ownershipComprehensive health coverage: medical, dental, and vision plansTeam love: We love hanging out, and we do quarterly off-sitesFlexible time off: take what you needMore: catered meals, transportation, gym, and a $10k annual L&D budget","datePosted":"2026-07-16T11:29:47.593Z","dateModified":"2026-07-16T11:29:47.593Z","hiringOrganization":{"@type":"Organization","name":"Vapi","sameAs":"https://jobsearcher.com"},"jobLocation":{"@type":"Place","address":{"@type":"PostalAddress","addressLocality":"Ny","addressRegion":"WAL","addressCountry":"US"}},"identifier":{"@type":"PropertyValue","name":"JobSearcher","value":"ab03eaed061d70ee395ae4fc"},"url":"https://jobsearcher.com/jobs/ab03eaed061d70ee395ae4fc"}}