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Agent guide: [/agents.md](https://www.wearedevelopers.com/agents.md). --- # Senior Manager, Solutions Partner - **Company:** VAPI LLC - **Location:** San Francisco, CA, United States - **Experience:** Expert - **Salary:** $220,000.0 - $260,000.0 - **Contract:** Permanent contract - **Skills:** Application Programming Interfaces (APIs), Artificial Intelligence, Amazon Web Services, Large Language Models, B2b Software - **Published:** July 8, 2026 - **Apply:** https://www.indeed.com/viewjob?jk=bcb48a3583e17efd ## About the Role * 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 ## Description 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 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 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, * 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. ## Related Videos - [ Your Code Is the Sales Team Now](https://www.wearedevelopers.com/videos/100327-your-code-is-the-sales-team-now) - [Creating Industry ready solutions with LLM Models](https://www.wearedevelopers.com/videos/899-creating-industry-ready-solutions-with-llm-models) - [Containers in the cloud - State of the Art in 2022](https://www.wearedevelopers.com/videos/410-containers-in-the-cloud-state-of-the-art-in-2022) - [Headless by Design: Building Enterprise Systems That Agents Can Actually Use](https://www.wearedevelopers.com/videos/100092-headless-by-design-building-enterprise-systems-that-agents-can-actually-use) - [Why Great Developers Stay Poor](https://www.wearedevelopers.com/videos/100102-why-great-developers-stay-poor) - [Reliable scalability: How Amazon.com scales on AWS](https://www.wearedevelopers.com/videos/983-reliable-scalability-how-amazon-com-scales-on-aws) ## Related Articles - [Navigating the AI Shift](https://www.wearedevelopers.com/magazine/629-navigating-the-ai-shift) - [Stephan Gillich - Bringing AI Everywhere](https://www.wearedevelopers.com/magazine/489-stephan-gillich-bringing-ai-everywhere) - [Why Upskilling And Reskilling is Important For Developers](https://www.wearedevelopers.com/magazine/428-why-upskilling-and-reskilling-is-important-for-developers) - [What is Agentic Programming and Why Should Developers Care?](https://www.wearedevelopers.com/magazine/625-what-is-agentic-programming-and-why-should-developers-care) - [How to Become an AI Engineer](https://www.wearedevelopers.com/magazine/331-how-to-become-an-ai-engineer) - [Highest Paying Tech Companies for Developers](https://www.wearedevelopers.com/magazine/220-highest-paying-tech-companies-for-developers)