Role Description PolyAI is seeking a Senior Manager, ISV Partnerships & GTM to drive revenue growth by building and scaling partnerships with Independent Software Vendors. This is a business development role at its core — you will identify ISV partners whose products and customer base create natural distribution channels for PolyAI, structure partnerships that get PolyAI bundled or integrated into their offerings, and execute joint go-to-market strategies that generate measurable pipeline and bookings. You will own a portfolio of 5–10 ISV partnerships across up to five verticals. Some of these verticals are established — hospitality, fintech, and banking — where PolyAI has proven traction and named enterprise customers. Others are greenfield: verticals where voice AI has clear applicability but PolyAI has not yet built a partner-led presence. A major part of this role is identifying which new verticals to pursue, validating the opportunity through ISV partnerships, and building the go-to-market playbook from scratch. This is a quota-carrying role. You will report to the VP of Alliances. What You’ll Do - ISV Partner Acquisition & Business Development - Source, evaluate, and recruit ISV partners whose products and customer base align with PolyAI’s voice AI platform — across both proven and emerging verticals. - Build the business case for each partnership: how PolyAI integrates into the ISV’s product, what the joint value proposition looks like for the end customer, and where the revenue opportunity sits. - Negotiate partnership terms including co-sell frameworks, referral structures, integration commitments, and joint success metrics. - Develop multi-threaded relationships across ISV organizations — from product and engineering teams to sales leadership and executive sponsors. - Go-to-Market Strategy & Execution - Develop and execute joint GTM plans with each ISV partner, including co-selling motions, demand generation campaigns, joint events, and co-branded content. - Work with ISV partner sales teams to drive pipeline creation, deal acceleration, and closed revenue through co-sell and referral activity. - Collaborate with PolyAI Marketing to build joint value propositions, case studies, and campaign assets that support partner-led pipeline generation. - Manage pipeline and booking targets directly tied to ISV partner activity. - Vertical Expansion & Market Development - Analyze market dynamics, customer pain points, and competitive landscape to identify new verticals where voice AI creates compelling value and ISV partnerships provide the fastest path to market. - Validate new vertical opportunities through targeted ISV outreach, early partnerships, and pilot engagements that prove demand before committing to full-scale GTM investment. - Build repeatable vertical playbooks — including target ISV profiles, integration patterns, and sales enablement materials — that scale across the partner ecosystem. - Integration Support & Partner Enablement - Work with PolyAI’s Solutions Engineering and Product teams to support ISV integration and onboarding, ensuring technical quality and a smooth path to production. - Enable ISV partner teams on PolyAI’s platform capabilities, use cases, and competitive positioning so they can sell effectively alongside or on behalf of PolyAI. - Provide feedback from ISV partners to Product and Engineering on integration requirements, feature gaps, and roadmap priorities that would unlock new partnership opportunities. - Performance Management & Reporting - Track partner-sourced pipeline, influenced revenue, and closed bookings across the ISV portfolio. - Run regular business reviews with ISV partners and internal stakeholders to assess performance, refine strategy, and identify growth opportunities. - Deliver accurate forecasting and pipeline reporting to leadership. Qualifications - 6–8 years of experience in ISV partnerships, channel sales, business development, or alliances — with a track record of sourcing and closing partnership deals that drove measurable revenue. - Quota-carrying experience: you have owned a number and consistently hit it through partner-led or partner-influenced pipeline. - Builder mentality — you have stood up new partnerships, new verticals, or new GTM motions from scratch, not just inherited an existing book of business. - Strong business development instincts: comfortable with outbound prospecting into ISV organizations, navigating complex deal structures, and presenting to executive leadership. - Ability to understand technology products at a level sufficient to evaluate integration fit, participate in technical scoping conversations, and credibly represent PolyAI’s platform to ISV product and engineering teams. - Experience in SaaS, enterprise software, or technology partnerships — ideally in contact center, CX, voice, or AI-adjacent markets. - Direct experience in at least one of PolyAI’s established verticals: hospitality, fintech, or financial services. - Highly organized with strong CRM discipline (Salesforce preferred) and a data-driven approach to pipeline management. - Self-directed and comfortable operating with significant autonomy in a fast-paced, high-growth environment. What Will Make You Stand Out - Experience building ISV or technology partner programs at a high-growth SaaS company where the partner ecosystem was still being defined. - Background in conversational AI, voice AI, contact center technology, or adjacent enterprise software categories. - Existing relationships with ISV executives in hospitality technology, fintech, banking software, or other vertical SaaS markets. - Experience evaluating and entering new vertical markets through partnership-led GTM strategies. - Familiarity with enterprise integration patterns: APIs, SIP/PSTN telephony, CCaaS platforms, and CRM system interconnection. Benefits - 💰 Participation in the company’s employee share options plan. - 🏥 100% of Single Cost (employee) and 70% of Dependent for medical, dental & vision. - 👪 Life Insurance. - ◻️ STD and LTD. - 💰 The opportunity to contribute to the company's 401k plan. - 🏝 Flexible PTO policy + 11 designated company holidays. - 📚 Annual learning and development allowance. - 🏡 We’re all about making WFH work for you - that’s why we offer a one-off WFH allowance when you join. Offering perks like noise-cancelling headphones or a comfortable desk chair to boost your comfort and focus! - 🧡 Enhanced parental leave. - 👨‍👩‍👧 Company-funded fertility and family-forming programmes. - 🌸 Menopause care programme with Maven.