VP of Partnerships, EMEA

The company unlocks the true potential of the customer experience, turning every conversation into a competitive advantage. The company’s unified AI platform combines conversational AI agents, real-time human agent augmentation, and comprehensive conversation intelligence to drive revenue and efficiency gains across every channel. The world’s leading companies, including United Airlines, Cox Communications, and Marriott, use the company to power world-class customer experiences every day.

Born from the Stanford AI Lab, the company has raised more than $270 million from the world’s leading investors, including a16z, Greylock, and Sequoia. The company’s leadership includes some of the leading minds in AI today. Our CEO, Ping Wu , founded and led Google's Contact Center AI and Vertex AI platforms before joining the company to build the future of AI-driven customer experiences.

Over the next few years, AI is going to redefine how people all over the world interact with businesses every day. Come build that future at the company.

About the role

The VP of Partnerships, EMEA based in the United Kingdom will be responsible for defining and executing the company’s partnerships strategy across the EMEA region as a senior individual contributor. This role will focus on identifying, structuring, and closing high-impact strategic partner-led deals that accelerate customer acquisition, expand the company’s enterprise footprint, and drive revenue growth through partner resell and co-sell motions.

This senior leader will develop deep insight into regional market dynamics and build the foundational partner ecosystem across system integrators, resellers, BPOs, and technology partners. While this role does not include formal people management, it carries significant ownership and influence, requiring close collaboration with Sales, Product, Marketing, and Customer Success teams globally.

Success will be measured by partner-sourced and partner-influenced revenue, new logo acquisition, expansion of product usage through partners, and the establishment of scalable partnership models that can be operationalized as the business grows.

Responsibilities

Partnership Strategy & Execution

• Define and execute the EMEA partnerships strategy in alignment with the company’s global objectives and regional go-to-market plans

• Identify, prioritize, and secure strategic partnerships across system integrators, channel partners, BPOs, and complementary technology providers

• Develop partner value propositions, commercial frameworks, and engagement models tailored to EMEA market needs

• Establish repeatable partnership structures, playbooks, and success metrics that can scale over time

Channel & Revenue Impact

• Drive partner-sourced and partner-influenced pipeline and revenue through direct execution of partner-led deals

• Work closely with regional and global Sales teams to integrate partners into account planning, co-selling, and deal execution

• Support partners in positioning, selling, and delivering the company’s solutions, including joint value propositions and customer use cases

• Own and report on partner-related pipeline, deal progression, and revenue outcomes in the EMEA region

Strategic Business Development

• Personally lead high-value partnership discussions and complex commercial negotiations from inception through contract execution

• Identify new routes-to-market and market entry opportunities via partnerships in both established and emerging EMEA geographies

• Act as the primary point of contact for strategic partners in the region, managing executive-level relationships and ongoing collaboration

Cross-Functional Collaboration

• Partner closely with Product and Engineering to represent partner and market feedback, influencing roadmap and integration priorities

• Collaborate with Marketing to develop joint go-to-market initiatives, partner messaging, and demand-generation activities

• Work with Customer Success and Services teams to ensure successful partner-led deployments and long-term customer outcomes

Thought Leadership & Market Presence

• Represent the company as a senior partnerships leader in the EMEA region with partners, customers, and at industry events

• Maintain a strong understanding of competitive dynamics, buyer trends, and ecosystem shifts across the region

• Provide strategic input to global partnerships leadership on regional insights and growth opportunities

Qualifications We Value

• 15+ years of experience in partnerships, business development, alliances, or enterprise sales within SaaS, AI, or enterprise software companies

• Proven track record of personally sourcing, structuring, and closing strategic partnerships that drive revenue

• Experience operating as a senior individual contributor with high ownership and autonomy in fast-growing or early-stage companies

• Strong understanding of partner-led go-to-market models, including system integrators, resellers, and co-sell motions

• Demonstrated ability to work effectively with C-level executives at partner and customer organizations

• Strategic thinker with the ability to translate market insight into executable partnership initiatives

• Highly self-directed, hands-on, and comfortable operating in ambiguous, fast-paced environments

• Deep familiarity with EMEA enterprise markets and cultural nuances (regional experience strongly preferred)

• Willingness to roll up sleeves and do what it takes to drive results without formal team authority

Perks & Benefits

• We offer the company employees a variety of medical benefits designed to fit your stage of life

• Flexible vacation time to promote a healthy work-life blend

• Paid parental leave to support you and your family

Compensation

Compensation for this position includes a base salary, variable (OTE), equity, and a variety of benefits. Actual base salaries will be based on candidate-specific factors, including experience, skillset, and location, and local minimum pay requirements as applicable. We are actively hiring for this role in London, and offer competitive local pay and benefits. Your recruiter can provide further details.

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