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About the Role

Enterprises increasingly deploy voice AI through solutions partners, and we’re building that ecosystem from the ground up. This role is crucial for recruiting, signing, and activating net-new solutions partners to create a repeatable pipeline channel. Partners extend our reach into enterprise accounts, bringing client relationships, industry depth, and delivery capacity. This role owns partner-sourced pipeline, defining how enterprises adopt Vapi at scale, with a direct line to leadership and the opportunity to shape the playbook, program, and economics from day one.

Responsibilities

Learn and map Vapi’s product, platform, and enterprise motion.
Meet with Sales, Solutions Engineering, Marketing, and leadership to understand partner integration.
Map the solutions partner landscape and build a prioritized target list.
Launch outreach and open discovery conversations with prospective partners.
Shadow customer and partner calls and review recent deals to understand partner impact.
Audit existing partner relationships and inbound interest to identify quick wins.
Move first partners into active negotiation and refine the partner pitch, value proposition, and agreement structure.
Build the activation playbook with Sales and Solutions Engineering, including enablement path, co-sell process, and lighthouse deal identification.
Stand up deal registration and attribution in the CRM.
Define the ideal partner profile and qualification criteria.
Draft the first version of partner economics, including referral incentives, co-sell motion, and services attach.
Sign the first cohort of solutions partners and initiate structured activation plans.
Drive first partner-sourced opportunities into pipeline through co-selling.
Report early channel metrics to leadership and refine the recruitment playbook.
Establish an onboarding cadence for each signed partner.
Build a co-sell rhythm with AEs, including account mapping sessions and clear rules of engagement.
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.
Shape the partner program as it matures, including tiers, incentives, deal registration, and economics.
Bring partner and end-client feedback to Product and champion roadmap needs.
Maintain a healthy partner recruitment funnel with clear stage conversion.
Represent Vapi at industry events and across the CCaaS/AI ecosystem.

Requirements

7+ years in partnerships, channel sales, or business development at a B2B software company.
3+ years recruiting and launching new partners (SIs, consultancies, or agencies).
Experience building partner-sourced pipeline from zero or near-zero.
Comfortable negotiating partnership agreements, structuring incentives, and holding partners accountable to revenue outcomes.
Ability to credibly discuss APIs, LLMs, and contact center/telephony ecosystems.
Self-directed operator who thrives in ambiguity.
Experience in enterprise co-sell, including account mapping and rules of engagement.
Existing relationships with AI consultancies, CX-focused SIs, or hyperscaler ecosystem partners (Microsoft, AWS, Google) is a bonus.
Prior experience in voice AI or CCaaS is a bonus.

Skills

Partnerships
Channel Sales
Business Development
Recruiting Partners
Launching Partners
Negotiation
Incentive Structuring
Accountability
API Discussion
LLM Discussion
Contact Center Ecosystems
Telephony Ecosystems
Operator Skills
Enterprise Co-sell
Account Mapping
Rules of Engagement

Location

Remote

Work Type

Full-time

Experience Level

Senior
7+ years experience

Salary/Compensations

Competitive salary

Benefits

Comprehensive health coverage: medical, dental, and vision plans
Flexible time off
Catered meals
Transportation
Gym
$10k annual L&D budget

About the Company

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.
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.
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.