Head of Partnerships

Location

San Francisco

Employment Type

Full time

Location Type

On-site

Department

Go-to-Market

Compensation

$150K – $200K

• Offers Equity
• $150K – $200K Commission

About Vapi

Vapi is the most configurable platform for building voice agents. Our platform equips companies with everything they need—telephony, real‑time streaming, deterministic fallbacks, HIPAA / SOC2 compliance, and an AI testing suite—to launch production‑grade voice agents fast. In just 18 months, more than 300,000 developers have signed up, with over 1,500 new developers joining every day. Our mission is to make voice humanity’s default interface again by capturing nuance, emotion, and context that text alone misses. Try it now!

About the Role

Vapi is seeking an experienced Partnerships Lead to build and scale our partner ecosystem as we move upmarket with enterprise customers. This role will establish and grow two critical partner programs : Technology Partners (integrations and platform partnerships) and Solution Partners (agencies, consulting and implementation firms). The ideal candidate combines hands‑on partnership building experience with program design and strategy setting capabilities and can operate effectively in a fast‑growing, developer‑first environment.

This is a 0-to-1 role where you'll be responsible for designing, launching, and scaling Vapi's partner ecosystem from the ground up. You'll work cross‑functionally with Product, Engineering, Sales, Finance, Operations, Marketing and the Executive Team to build programs that drive customer acquisition, product adoption and customer success, leading to revenue and net retention growth.

What You’ll Do

Program Development (20%)

Develop and own the comprehensive partner strategy for both Technology Partners and Solution Partners , aligning with Vapi's enterprise growth objectives and go‑to‑market priorities

Define program maturity roadmap :

Establish clear phases (Foundation → Growth → Scale → Optimization) with distinct goals, metrics, and capabilities for each stage

Continuously iterate and evolve the program

based on market dynamics, competitive landscape shifts, customer feedback, and program maturity metrics

Design and launch

Vapi's Technology Partner and Solution Partner programs, including tier structures, benefits, requirements, and go‑to‑market strategies

Develop partner enablement

materials including technical documentation, sales playbooks, co‑marketing templates, and certification programs

Create partnership frameworks

for evaluation, onboarding, engagement, and performance measurement

Build scalable processes

for partner recruitment, vetting + scoring, contracting, and ongoing management

Establish partner reporting through a PRM : Implement systems to track partner‑sourced, partner‑influenced, and co‑sell opportunities in CRM

Define success metrics and build partner scorecards

and reporting dashboards to track partner pipeline, revenue attribution, and program ROI

Technology Partner Recruitment & Management (30%)

Identify and recruit

strategic technology partners including CRM platforms, telephony providers, automation tools, analytics platforms, customer support platforms, and complementary AI / ML services

Manage integration partnerships

with platforms like Twilio, Make, Zapier, and others critical to enterprise deployments

Negotiate partnership agreements

including technical requirements, go‑to‑market commitments, and revenue sharing where applicable

Coordinate with Engineering

to prioritize integration roadmap based on business impact and ensure technical success

Partner communications :

Develop partner newsletters, webinar series, and executive roundtables to keep ecosystem engaged

Drive co‑marketing initiatives

including joint webinars, case studies, content, and marketplace presence in tandem with the marketing team

Train sales teams on partner leverage :

Enable internal sales organization to identify when and how to bring partners into deals

Create joint value propositions : Work with partners to develop compelling customer‑facing messaging and joint solution positioning

Champion partner needs to Product : Aggregate partner feedback on product gaps, feature requests, and integration priorities; advocate for partner‑critical roadmap items

Coordinate product launches with partners : Ensure partners are briefed on upcoming features and can enable customers on new capabilities

Solution Partner Recruitment & Management (50%)

Build a network

of agencies, consultancies, and system integrators who consult and implement Vapi for enterprise customers

Develop certification and training

programs to ensure solution partners can successfully deploy Vapi voice agents

Create services lead distribution

and deal registration processes that incentivize partner‑sourced opportunities

Build quality oversight with customer feedback loops

to ensure partner implementations are successful and customers are delighted

Establish co‑selling motions

with partner account mapping, joint pursuit strategies, and sales enablement

Foster community

through partner events, community channels (such as Slack), office hours, and ongoing education

Partner communications :

Develop partner newsletters, webinar series, and executive roundtables to keep ecosystem engaged

Drive co‑marketing initiatives

including joint webinars, case studies, content, and marketplace presence in tandem with the marketing team

Train sales teams on partner leverage :

Enable internal sales organization to identify when and how to bring partners into deals

Create joint value propositions : Work with partners to develop compelling customer‑facing messaging and joint solution positioning

Champion partner needs to Product : Aggregate partner feedback on product gaps, feature requests, and integration priorities; advocate for partner‑critical roadmap items

Coordinate product launches with partners : Ensure partners are briefed on upcoming features and can enable customers on new capabilities

Who You Are

5+ years in partnerships, business development, or channel sales

in B2B SaaS, ideally in developer tools, APIs, infrastructure, or AI / ML platforms

Proven 0-to-1 program building experience

Dual partner type experience

Track record of results

Technical Acumen

Strong technical literacy

Developer ecosystem experience - understands how developers evaluate, adopt, and integrate tools

Familiarity with voice AI, conversational AI, or adjacent technologies (speech recognition, LLMs, telephony) is a strong plus

Skills & Attributes

Entrepreneurial builder

Strategic first principles thinker

Relationship builder

Data‑driven

Cross‑functional collaborator

Excellent communicator

Preferred Qualifications

Experience in developer‑first or API‑first companies (Twilio, Stripe, Anthropic, OpenAI, etc.)

Background in B2B channel or ecosystem strategy at high‑growth startups that scaled from Series A to C+

Familiarity with partner relationship management (PRM) tools and CRM systems

Network of existing relationships in the voice AI, conversational AI, or contact center ecosystem

Experience managing solution partners, technology partners and also understands reseller, referral, or revenue‑share partnership models

Why Vapi

Define the future of human–AI interaction :

help pioneer a new era of voice‑based AI products that are transforming how people and businesses communicate

Own meaningful work at a breakout startup :

join early, take real ownership, and have a direct hand in building a category‑defining company from the ground up

Surround yourself with exceptional people :

work alongside a world‑class team of engineers, operators, and builders backed by top‑tier investors who believe in our mission

Accelerate your career in a high‑growth environment :

grow fast, take on big challenges, and unlock opportunities as we scale one of the most exciting platforms in AI

What We Offer

Competitive compensation : includes a strong base salary and meaningful equity ownership

Comprehensive health coverage : medical, dental, and vision plans

Flexible time off : take‑what‑you‑need vacation policy with an emphasis on rest and balance

Daily meals : catered lunches and dinners provided for in‑office days

Lifestyle & wellness stipends : monthly allowances to support rent, transportation, food, fitness, and mental well‑being

Professional development : annual learning stipends for courses, conferences, and upskilling

Team connection : regular offsites, team events, and opportunities to build in‑person relationships

Compensation Range : $150K - $200K

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