Principal Growth Partnerships & Reseller Manager

About this role

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

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