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Principal Growth Partnerships & Reseller Manager chez Aircall

Aircall · San Francisco Office, États-Unis d'Amérique · Hybrid

150 000,00 $US  -  210 000,00 $US

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Description

Aircall is a unicorn, AI-powered customer communications platform used by 22,000+ companies worldwide to drive revenue, resolve issues faster, and scale customer-facing teams. We’re redefining customer communications by bringing voice, SMS, WhatsApp, and AI together into one seamless workspace.

Our momentum comes from a simple idea: help teams work smarter, not harder. Aircall’s AI Voice Agent automates routine calls, AI Assist streamlines post-call work, and AI Assist Pro delivers real-time guidance so people can do their best work. The result is higher revenue, faster resolutions, and teams that scale with confidence.

Aircall is headquartered in Paris, our European HQ, with a strong North American presence anchored in Seattle, our North American HQ, and teams across Madrid, London, Berlin, San Francisco, New York City, Sydney, and Mexico City. We’ve built a product customers love and a business that’s scaling quickly, backed by world-class investors and driven by rapid AI innovation across multiple product lines.
At Aircall, you’ll join a company in motion. We’re ambitious, product-driven, and execution-focused, with visible impact, fast decisions, and real growth.

How we work at Aircall: We’re customer-obsessed, data-driven, and focused on delivering meaningful outcomes. We value ownership, continuous learning, and thoughtful speed. If you thrive in a collaborative, fast-moving environment where trust and impact matter, you’ll feel at home here.

About the Role

As Principal Growth Partnerships & Reseller Manager you will own the strategy and execution for Aircall’s Growth partnerships and reseller programs. Your mandate is to build a repeatable growth engine from the Growth Ecosystem, and drive meaningful ARR contribution from integration partnerships across CRM, helpdesk, ATS, eCommerce, and emerging verticals.

This role sits within the Tech Alliance Partnership organisation at the intersection of Product and GTM, operating as a global overlay function. You will prioritize integration investments, lead outbound partner acquisition leveraging Aircall’s AI voice agent and MCP capabilities, and explore new reseller partnerships

Key Responsibilities:

  • Maintain and evolve a prioritization framework for integration investment decisions, balancing TAM potential, AI acceleration fit, integration maturity, and resource constraints

  • Drive pipeline and MRR growth through targeted partner launch activations

  • Lead outbound business development to acquire new integration partners, leveraging Aircall’s AI voice agent and Model Context Protocol (MCP) capabilities to target high-volume, consumption-based opportunities

  • Closely work with Collaborate with internal product teams to develop and manage reseller partnership models with key ecosystem partners

  • Coordinate cross-functionally with Product, Engineering, Sales, and Marketing to align partnership initiatives with Aircall’s AI-first product roadmap

  • Track and report on partnership-attached revenue, YoY growth, and pipeline contribution to senior leadership

    • What Success Looks Like:

  • Qualified pipeline from the Growth Ecosystem breaks through the $95K MRR ceiling within the first two quarters

  • Clear, defensible prioritization framework adopted across the partnership org for resource allocation decisions

  • Measurable ARR growth from top 6 prioritized integrations through co-sell activation and GTM alignment

  • Successful acquisition and onboarding of 2–3 new strategic integration partners per half, particularly in high-volume verticals (recruiting, legal, field services, eCommerce)

  • Launch of at least 2 ICP-adjacent partnership programs with defined success metrics and kill criteria

  • Improved integration health scores across the portfolio, with clear escalation paths for underperforming or declining partnerships

    • Qualifications:

  • 10+ years of experience in technology partnerships, business development, or ecosystem management within a B2B SaaS environment

  • Proven track record of building and scaling partner programs that drive measurable revenue impact

  • Deep understanding of the SaaS ecosystem landscape across vertical and horizontal Saas 

  • Strong strategic thinking with the ability to make hard trade-offs and prioritize under resource constraints

  • Experience with AI product positioning and/or consumption-based commercial models

  • Excellent BD instincts with demonstrated ability to research, target, and close new partnership opportunities

  • Strong partner empathy — ability to frame value from the partner’s perspective, not just Aircall’s

  • Cross-functional collaboration skills, comfortable working with Product, Engineering, Sales, and Marketing teams

  • Data-driven mindset with experience using partnership metrics (attached revenue, pipeline contribution, attachment rates) to inform strategy

  • Strong executive presence and crisp storytelling for internal and external stakeholder engagement

  • Experience working across multiple regions and functions in a global organization

    • Nice to Haves:

  • Familiarity with telephony, CCaaS, or AI-powered communication platforms

  • Experience managing reseller or channel partner programs

  • Understanding of API-based integration models and Model Context Protocol (MCP) concepts

  • Experience in a company transitioning from a traditional product model to an AI-first platform strategy

  • Knowledge of competitive dynamics across voice/communications

    • Additional Information

    Why join us?

    🚀 Key moment to join Aircall in terms of growth and opportunities
    💆‍♀️ Our people matter, work-life balance is important at Aircall
    📚 Fast-learning environment, entrepreneurial and strong team spirit
    🌍 45+ Nationalities: cosmopolite & multi-cultural mindset
    💵 Competitive salary package & equity
    🏨 Medical, dental, and vision insurance is 100% covered
    📈 401k plan with company matching!
    ✈️ Unlimited PTO — take the time you need to come to work feeling great!
    ⭐️ Wellness, commuter, and childcare reimbursements
    💚 Generous parental leave policy

    DE&I Statement: 
    At Aircall, we believe diversity, equity and inclusion – irrespective of origins, identity, background and orientations – are core to our journey. 

    We pride ourselves on promoting active inclusion within our business to foster a strong sense of belonging for all. We’re working to create a place filled with diverse people who can enrich and learn from one another. We’re committed to ensuring that everyone not only has a seat at the table but is valued and respected at it by providing equal opportunities to develop and thrive.  

    We will constantly challenge ourselves to make sure that we live up to our ambitions around diversity, equity and inclusion, and keep this conversation open. Above all else, we understand and acknowledge that we have work to do and much to learn.

    Want to know more about candidate privacy? Find our Candidate Privacy Notice here.
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