Slope
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
- you've designed and launched partner programs from scratch, not just managed existing ones
Dual partner type experience
- comfortable working with both technology/integration partners AND solution partners
Track record of results
- specific examples where you built partnerships that drove measurable revenue, customer acquisition, or product adoption
Technical Acumen
Strong technical literacy
- can read API documentation, understand integration architectures, and speak credibly with engineering teams
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
- thrives in ambiguity, creates structure from scratch, and moves fast with limited resources
Strategic first principles thinker
- can design programs with long‑term vision while executing tactical partnerships today, with a customer centric approach at the core
Relationship builder
- exceptional interpersonal skills with ability to influence partners and internal stakeholders
Data‑driven
- uses metrics to prioritize, makes decisions based on evidence, and reports on impact clearly
Cross‑functional collaborator
- works effectively with Product, Engineering, Sales, Marketing, Finance, Leadership and Customer Success
Excellent communicator
- strong written and verbal communication, comfortable presenting to executives and partners alike
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
#J-18808-Ljbffr
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
- you've designed and launched partner programs from scratch, not just managed existing ones
Dual partner type experience
- comfortable working with both technology/integration partners AND solution partners
Track record of results
- specific examples where you built partnerships that drove measurable revenue, customer acquisition, or product adoption
Technical Acumen
Strong technical literacy
- can read API documentation, understand integration architectures, and speak credibly with engineering teams
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
- thrives in ambiguity, creates structure from scratch, and moves fast with limited resources
Strategic first principles thinker
- can design programs with long‑term vision while executing tactical partnerships today, with a customer centric approach at the core
Relationship builder
- exceptional interpersonal skills with ability to influence partners and internal stakeholders
Data‑driven
- uses metrics to prioritize, makes decisions based on evidence, and reports on impact clearly
Cross‑functional collaborator
- works effectively with Product, Engineering, Sales, Marketing, Finance, Leadership and Customer Success
Excellent communicator
- strong written and verbal communication, comfortable presenting to executives and partners alike
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
#J-18808-Ljbffr