AVP, AI Ecosystem & Marketplace at Dialpad

Austin, USFull-time550 - Channel SalesPosted 1 day ago

About the Role

<div class="content-intro">About Dialpad Dialpad is the AI-native business communications platform. We unify calling, messaging, meetings, and contact center on a single platform - powered by AI that understands every conversation in real time. More than 70,000 companies around the globe, including WeWork, Asana, NASDAQ, AAA Insurance, COMPASS Realty, Uber, Randstad, and Tractor Supply, rely on Dialpad to build stronger customer connections using real-time, AI-driven insights. We’re now leading the shift to Agentic AI: intelligent agents that don’t just analyze conversations but take action by automating workflows, resolving customer issues, and accelerating revenue in real time. Our DAART initiative (Dialpad Agentic AI in Real Time) is redefining what a communications platform can do. Visit <a href="https://dialpad.com/">dialpad.com</a> to learn more. Being a Dialer At Dialpad, AI isn’t just a feature; it’s how our teams do their best work every day. We put powerful AI tools in every employee’s hands so they can move faster, think bigger, and achieve more. We believe every conversation matters. And we’ve built the platform that turns those conversations into insight and action, for our customers and ourselves. We look for people who are intensely curious and hold themselves to a high bar. Our ambition is significant, and achieving it requires a team that operates at the highest level. We seek individuals who embody our core traits: Scrappy, Curious, Optimistic, Persistent, and Empathetic.</div>Your role As an AVP, AI Ecosystem & Marketplace you’ll own formalizing our ISV and Strategic Technology Alliance motion. With Marketplace v2 nearing launch and a growing base of pre-existing ISV influence across the customer base, we are hiring an AVP to own the commercial strategy, partner ecosystem, and revenue motion for ISVs across Dialpad’s Contact Center, UC, Collaboration, and Agentic AI portfolio. This is a highly visible, founding-style senior role. You will be the single accountable leader for designing and scaling three distinct revenue motions — (1) OEM / Embed, (2) Marketplace Resell, and (3) Referral / ISV-Influenced — and for establishing Dialpad’s position in the Google Cloud Marketplace and wider technology alliance ecosystem. This position reports to our SVP, Channel Sales, and has the opportunity to be based remotely. This role requires travel. What you’ll do <ul> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">OEM / Embed: Define the commercial model, pricing, and deal-desk process to embed Dialpad into third-party products.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Marketplace Resell: Build take-rate, listing, and co-sell motions across Google Cloud Marketplace and Dialpad’s marketplace with Product.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Referral / Influenced: Turn ISV-influenced pipeline into a measurable, repeatable motion with clear attribution, incentives, and SLAs.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Partner Strategy: Define and prioritize the ISV target map across CCaaS, UCaaS, collaboration, and agentic AI adjacencies.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Partner Lifecycle: Recruit, onboard, and activate strategic ISVs—from category leaders to high-growth AI-native players.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Alliances: Own executive relationships with hyperscalers (e.g., Google Cloud), aligning GTM with co-sell programs.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Product Alignment: Translate commercial needs into roadmap priorities with the CPO and marketplace product teams.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Financial Model: Partner with Finance on take-rate, rev-share, and OEM margin structures that withstand Board scrutiny.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">GTM Alignment: Co-design attribution, comp, and deal registration with RevOps and CRO org to align channel and direct sales.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Governance: Partner with Legal on agreements, data terms, and commercial guardrails.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Revenue Delivery: Hit multi-million ARR targets for net-new ISV revenue using a staged investment model.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Channel Impact: Grow ISV-influenced bookings into a durable share of channel revenue.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Operating Cadence: Establish QBRs, pipeline reviews, and exec sponsor rhythms to ensure accountability.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Team Build: Develop the business case and hiring plan for ISV Partner, Alliance, and Program Ops teams as the motion scales.</li> </ul> Skills you’ll bring <ul> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">10+ years in enterprise SaaS with at least 5 years focused on ISV, OEM, cloud marketplace, or strategic technology alliances.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Proven experience building or scaling a commercial motion on Google Cloud Marketplace, AWS Marketplace, or Azure Marketplace — including listing, co-sell, and take-rate economics.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Track record designing and closing OEM, embed, or rev-share agreements with measurable ARR contribution.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Demonstrated success partnering with Product and Engineering leadership to shape platform and marketplace roadmap.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Experience in Contact Center, Unified Communications, Collaboration, or Agentic AI / conversational AI categories strongly preferred.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Background in a Gartner Magic Quadrant or Canalys-tracked vendor environment, with fluency in analyst-driven category narratives.</li> </ul><div class="content-conclusion">Why Join Dialpad <ul> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Work at the center of the AI transformation in business communications</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Build and ship agentic AI products that are redefining how companies operate</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Join a team where AI amplifies every employee’s impact</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Competitive salary, comprehensive benefits, and real opportunities for growth</li> </ul> We believe in investing in our people. Dialpad offers competitive benefits and perks, cutting-edge AI tools, and a robust training program that help you reach your full potential. We have designed our offices to be inclusive, offering a vibrant environment to cultivate collaboration and connection. Our exceptional culture, repeatedly recognized as a <a href="https://www.greatplacetowork.com/certified-company/7007999#:~:text=91%25%20of%20employees%20at%20Dialpad,a%20typical%20U.S.-based%20company.&text=Source:%20Great%20Place%20To%20Work%C2%AE%202021%20Global%20Employee%20Engagement%20Study.&text=When%20you%20join%20the%20company,%20you%20are%20made%20to%20feel%20welcome.&text=People%20here%20are%20given%20a%20lot%20of%20responsibility">Great Place to Work</a>, ensures that every employee feels valued and empowered to contribute to our collective success. Don’t meet every single requirement? If you’re excited about this role and possess the fundamental traits, drive, and strong ambition we seek, but your experience doesn’t meet every qualification, we encourage you to apply.   Dialpad is an equal-opportunity employer. We are dedicated to creating a community of inclusion and an environment free from discrimination or harassment.</div>

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