Principal, Strategic Ecosystem & Tech Reseller Manager

Job 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 Team: Technology partnerships and integrations are the bedrock of Aircall's value proposition. By building deep, native bridges into the CRM, CX, and productivity stacks where our customers live, we've secured our position as the most-installed solution in the world's leading marketplaces. This ecosystem is our unfair advantage in the AI era: our agents and automation tools rely on these connections for context and execution, meaning the breadth of our partner network directly determines the intelligence and impact of our product. The Tech Alliances team operates at the critical junction of product and GTM and reports to Aircall’s Chief Revenue Officer. We are execution-focused drivers tasked with converting technical integrations into commercial outcomes, surfacing high-potential growth levers within our ecosystem, and building scalable revenue programs from the ground up. ### Key Responsibilities: This position operates at the intersection of strategy and execution, managing three primary growth engines with direct accountability for commercial targets. First, you will oversee our cornerstone platform partnerships in the AMER region, including leaders like HubSpot and Salesforce. You will ensure these integrations remain a powerful competitive advantage and a robust revenue lever as the ecosystem matures. Second, you will drive business development for high-impact technology partners on a global scale. Your focus is on increasing revenue attachment and identifying the next generation of strategic integrations that will define our future ecosystem. Third, you will lead our Reseller Program, a high-priority revenue stream rooted in tech partner relationships. You will manage the end-to-end commercial lifecycle, from initial partner identification to full-scale activation. Collaboration is central to this role: you will partner with international counterparts for global consistency, engage with AMER leadership on regional growth, and work with marketing and product teams on technical alignment. This role reports to the Director, Global Tech Alliances & New Bets. ### Qualifications: - - Extensive background (7+ years) in B2B SaaS alliance management, tech partnerships, or reseller growth, including hands-on ownership of tier-one strategic platform relationships. - Proven expertise in architecting or scaling tech reseller programs, with a deep understanding of the global activation mechanics required for long-term partner success. - Execution-focused driver with the ability to own the entire commercial lifecycle—from business development to marketing alignment—independently and without reliance on team handoffs. - Strategic agility to identify evolving partner dynamics early, converting those insights into actionable, evidence-based growth strategies. - Strong data fluency, leveraging pipeline, usage metrics, and partner performance data to make objective, high-impact prioritization decisions. - Sophisticated executive presence, capable of navigating and influencing senior-level conversations across a diverse set of external stakeholders. - Disciplined prioritization skills, focusing on high-conviction initiatives within cornerstone partnerships rather than diluting impact across too many channels. - Proficiency in deploying AI-driven tools to accelerate execution and deepen data-led analysis across the partnership portfolio. #### Preferred: - Demonstrated mastery of Salesforce or HubSpot ecosystems, encompassing AppExchange/Marketplace dynamics, tiering structures, and high-impact co-selling strategies. - Proven ability to navigate complex "coopetition" landscapes where strategic partners may maintain competing product lines in adjacent markets. - Deep intellectual curiosity and fluency in emerging trends across the AI-agent landscape and broader integration ecosystems. - Global operational mindset, with a track record of collaborating with international stakeholders to drive alignment on shared global accounts. Please note, compensation range below is OTE. Base salary range: $185,200—$247,800 USD **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 & benefits **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.](https://aircall.io/candidate-privacy-notice/) We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.