Director, Channel Partnerships

About the Position

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.

We are seeking a Director of Channel Partnerships, Americas to define and lead the regional channel strategy, with a dual mandate: deepening our presence within the CRM Solutions Partner landscape (e.g., Salesforce, HubSpot, and similar platforms) while spearheading a diversification strategy to expand into new partner types beyond our current ecosystem. This is a high-visibility, strategic leadership role reporting into the GM of Americas, responsible for shaping how Aircall grows and scales through partners across the region.

Responsibilities

• Partner program ownership: Own the overall partner program strategy across Solutions Partners (Starter, Bronze, Silver, Gold), TSD, IT Consultancies/MSPs, driving partner-sourced pipeline & revenue.
• Diversification strategy: Design and execute a strategy to identify, evaluate, and onboard new partner types (e.g., resellers, MSP’s, verticalized tech partners, Ecommerce, PE/VC) to expand Aircall's addressable market.
• Team leadership: Recruit, enable, and develop a high-performing team.
• Joint GTM plans: Build and execute joint go-to-market plans with strategic partners to drive qualified pipeline, co-selling motions, and closed revenue.
• Key metrics: Define and own the key metrics that matter: partner-sourced pipeline, partner service-attached revenue, net new active partners, referrals per partner, and % of AEs/AM’s actively using the partner program.
• Cross-functional alignment: Partner closely with Sales, Marketing, Product, AM, and RevOps to ensure the partner ecosystem is tightly integrated with company GTM priorities and sales motions.
• External representation: Represent Aircall at the executive level with strategic partners and build the relationships that give us a durable competitive advantage.
• External events: Represent Aircall externally at partner events, conferences, and strategic partner meetings.

Requirements

• Experience: 7+ years in Channel Partnerships.
• Strategy experience: Direct experience building or scaling a partner program and strategy with a proven track record of meeting and exceeding partner-sourced revenue targets at scale.
• Tools: Hands-on experience with Partnerstack, Crossbeam, & Salesforce.
• Travel: Willingness to travel and build in-person relationships with strategic partners and their customers.
• Sales management: Strong sales management fundamentals: forecast discipline, pipeline rigor, deal coaching, and talent development.

Nice to Have

• Existing network in platform ecosystems (Salesforce, HubSpot), IT Consultancies/MSP’s, PE/VC and/or TSD.

We Offer

• Competitive salary: $200,000 - $275,000 USD.
• Work-life balance: Our people matter, work-life balance is important at Aircall.
• Learning environment: Fast-learning environment, entrepreneurial and strong team spirit.
• Diversity: 45+ Nationalities: cosmopolite & multi-cultural mindset.
• Benefits: Competitive salary package & benefits.

About the Company

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.

DE&I Statement: At Aircall, we believe diversity, equity, and inclusion – irrespective of origins, identity, background, and orientations – are core to our journey.