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Senior Manager, Solutions Partners

VapiSan FranciscoMarketing
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Salary
$220K - $280K USD
Job type
Full-time
Work mode
Remote
Posted
24 Aug 2026
Status
Open · checked 7d ago

About this role

Vapi is seeking a Senior Manager, Solutions Partners to join the team in San Francisco or remotely. This full-time leadership position is well-suited for a dedicated partnerships professional ready to build and scale a brand-new partner channel from the ground up.

Role Overview

As a Senior Manager, Solutions Partners, you will serve as a founding individual contributor responsible for recruiting, signing, and activating net-new solutions partners to create a repeatable pipeline channel. Enterprises are increasingly adopting voice AI through systems integrators, AI consultancies, and customer experience agencies, making this ecosystem vital for reaching complex and regulated markets. You will report directly to leadership, enjoying the autonomy to define the playbook, program economics, and co-sell motion that will drive enterprise adoption at scale.

Key Responsibilities

Map the global solutions partner landscape, identifying high-priority target lists of systems integrators, AI-native consultancies, and customer experience specialists.
Lead outreach and negotiation for partnership agreements, pricing models, referral incentives, and services attach structures with leadership.
Build the activation playbook alongside Sales and Solutions Engineering, establishing co-sell processes, lighthouse deal identification, and CRM deal registration.
Recruit and sign an initial cohort of solutions partners, guiding them through structured onboarding, enablement milestones, and first-deal targets.
Drive partner-sourced pipeline quarterly by running account mapping sessions and establishing clear rules of engagement with account executives.
Gather direct feedback from partners and clients to champion product roadmap requirements that unlock partner-led deals.
Represent Vapi at industry events across the CCaaS and AI ecosystem to foster a reputation as a premier builder platform.

Requirements

7+ years of experience in partnerships, channel sales, or business development at a B2B software company.
3+ years of specific experience recruiting and launching new partners such as systems integrators, consultancies, or agencies.
Demonstrated ability to build partner-sourced pipeline from zero or near-zero conditions.
Strong commercial sharpness in negotiating partnership agreements, structuring incentives, and managing revenue outcomes.
Technical understanding to credibly discuss APIs, large language models, contact center software, and telephony ecosystems.
Self-directed operator mindset who excels in ambiguous environments and builds playbooks from scratch.
Fluent in enterprise co-sell motions within a direct sales organization.

Nice to Have

Existing professional relationships with AI consultancies, customer-experience-focused systems integrators, or hyperscaler ecosystem partners including Microsoft, AWS, and Google.
Prior professional background in voice AI or contact center as a service.

Skills and Tools

AWS
B2B Software Partnerships
Enterprise Co-Sell
Channel Sales
API and LLM Ecosystems
CRM Deal Registration

Salary and Benefits

Competitive annual salary ranging from $220,000 to $280,000 USD
Excellent equity ownership with real stake in the company
Comprehensive health coverage including medical, dental, and vision plans
Flexible time off policy
Quarterly team off-sites and catered meals
Transportation and gym benefits
$10,000 annual learning and development budget

About the Company

Vapi develops voice artificial intelligence that resolves issues rather than transferring calls, powering over one billion calls for prominent companies like Amazon Ring, Intuit, ServiceTitan, and New York Life. Trusted by one million developers, the company is backed by prominent investors including Peak XV, Bessemer, Kleiner Perkins, M12, and Y Combinator, with $72 million raised to date. The workplace culture emphasizes craftsmanship, extreme ownership, direct kindness, urgency, and acting as one cohesive team.

How to Apply

Interested candidates should visit the official Vapi careers page to submit an application for this remote or San Francisco-based role.

Skills and tech stack

AWS

Questions candidates ask

What is the salary range for the Senior Manager, Solutions Partners position?

The annual salary for this position ranges from $220,000 to $280,000 USD, in addition to equity ownership and comprehensive benefits.

Is this job remote?

Yes, this role offers remote flexibility while also having a presence based out of San Francisco.

What level of experience is required for this role?

Candidates must have 7+ years of experience in partnerships, channel sales, or business development at a B2B software company, with at least 3 years focused on recruiting and launching new partners.

What benefits does Vapi offer employees?

Vapi offers a competitive salary, equity, comprehensive medical, dental, and vision health coverage, flexible time off, catered meals, transportation and gym perks, quarterly off-sites, and a $10,000 annual learning and development budget.

How can I apply for this position?

You can apply directly on the official Vapi careers page.

Ready to apply?

The application is on the official Vapi careers page.

Apply on company site