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Seattle, Washington, United States
Hybrid
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
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
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
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
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