Director, Channel Partnerships

About the role

Aircall is a unicorn AI-powered communications platform transforming how teams win with customers.

Come join us!

This is a build role. You’ll take ownership of a productive channel motion, anchored in the CRM Solutions Partner ecosystem (Salesforce, HubSpot, and similar), and design the next chapter: diversifying beyond it. Today, a meaningful share of partner-sourced pipeline flows through a few tech integrations. That’s real momentum and real concentration risk.

You’ll also transform our partner ecosystem from simply telco to one built on influenced revenue and managed services for our suite of AI products. With AI, Aircall can become far more central to our partners’ revenue, not just another line item on their stack.

You’ll decide where Aircall places its next bets (resellers, MSPs, verticalized tech partners, e-commerce platforms, PE/VC networks, TSDs/Master Agents) and build the programs, team, and GTM motion to make each one work. You’ll report to the GM of Americas, partner closely with the BD lead who drives tech integrations, and help shape how Aircall grows across the region, with real executive exposure.

What You’ll Own

• Partner program strategy across Solutions Partners (Starter/Bronze/Silver/Gold), TSDs, and IT Consultancies/MSPs, owning partner-sourced pipeline and revenue
• A diversification strategy: identifying, evaluating, and onboarding new partner types to expand Aircall’s addressable market beyond the current ecosystem
• Building and developing your own team, this role comes with the ability to hire (2 roles to start)
• Joint GTM plans with strategic partners: qualified pipeline, co-selling motions, and closed revenue
• The metrics that matter, partner-sourced pipeline, partner-attached revenue, net-new active partners, referrals per partner, and AE/AM adoption of the partner program
• Cross-functional alignment with Sales, Marketing, Product, AM, and RevOps to keep the partner ecosystem tied to company GTM priorities
• Executive-level relationships with strategic partners, representing Aircall at conferences, partner events, and the tables where durable advantage gets built

What you bring

• 7+ years in Channel Partnerships, with direct experience building or scaling a partner program and a track record of hitting partner-sourced revenue targets at scale
• Hands-on fluency with Partnerstack, Crossbeam, and Salesforce
• Someone who can operate at both altitudes, set the strategy and get into the weeds of how it actually gets built
• Strong sales management fundamentals: forecast discipline, pipeline rigor, deal coaching, and talent development
• Comfort managing and coaching a still-developing team while continuing to drive strategy yourself
• Willingness to travel and build in-person relationships with strategic partners and their customers
• A hands-on executor who runs the channel by the numbers: owns the partner scorecard, uses data to spot gaps, and gets into the weeds to close them
• An external partner-facing leader and internal strategy builder: builds executive partner relationships and turns those insights into program priorities across the business

Nice to have: an existing network across platform ecosystems (Salesforce, HubSpot), IT Consultancies/MSPs, PE/VC, and/or TSDs

Pay and benefits

$200,000-$275,000 USD

• 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

About the company

For over a decade, we’ve believed voice builds the strongest business relationships. We bring voice, SMS, WhatsApp, and 250+ integrations together on one seamless workspace, so every customer conversation drives revenue, resolves issues faster, and builds trust. Our AI Voice Agents handle routine interactions while your team leads the conversations that matter most. Used by 24,000+ businesses worldwide.

We’re 600+ people from 40+ nationalities across Paris, London, Madrid, Berlin, New York, San Francisco, Seattle, Sydney, and Mexico City. We’re ambitious, product-driven, and execution-focused, built for visible impact, fast decisions, and real growth.

Equal opportunity and notices

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.