Principal Growth Partnerships & Reseller Manager

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

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