Head of Partnerships

☎️ About fonio
fonio.ai is a market leader in AI agents for SMBs. We started with phone agents and now also cover WhatsApp, web chat, email and a full AI phone system. We’re growing fast across Europe, the UK, the US and Brazil.

We grew from $1M to $10M ARR in under 12 months, then went from $10M to $20M in about 8 weeks. Today we serve 10,000+ customers.

We move fast, take ownership, give direct feedback, and avoid politics and unnecessary meetings.
Join one of the fastest-growing companies! 🚀

The role

Partnerships is a major growth channel for fonio as we expand into new markets. As Head of Partnerships, you’ll own the strategy and the results across two tracks:

• Channel partners: resellers, referral partners, small agencies and IT shops. They activate fast, come in high volume and scale well.

• Strategic partners: larger platforms, telcos and ecosystems. Cycles are longer and the prize is bigger.

You’ll set the direction for both and decide where we place our bets. You’ll also lead the team that delivers it.

This is a hands-on role. You’ll be in the room with partners, running calls and closing deals alongside your team. For us, partner activation is a sales motion. Success means partners who bring in revenue.

What you’ll do

• Own the partnerships strategy and revenue targets across channel and strategic partners.

• Design and scale the partner program: partner types, incentives, onboarding and enablement.

• Build a repeatable playbook from first conversation to first joint deal closed.

• Adapt the model by market. Partnerships work very differently in DACH, Southern Europe, the UK and the US.

• Lead and grow the partnerships team. Set clear priorities, coach, and hire as the channel scales.

• Own the numbers: partner-sourced revenue, partners activated, time to first deal, and repeat activation.

• Work with Sales, Marketing and Product on co-selling, co-marketing and integrations.

What you bring

• You’ve led a partnerships or channel team at a SaaS company. AI is a bonus.

• You come from a sales background and have carried a number. You treat partner activation as selling.

• You’ve worked with partners in more than one market, ideally including the US and a European region.

• You’ve built or scaled a partner program and know how to adapt it to different types of partner.

• You have a track record of growing quickly into bigger scope and bigger teams.

• You’re fluent in English. German or Spanish is a plus.

• You’re comfortable travelling regularly to Vienna and to partner events.

What you get

• Real ownership of a function that sits at the centre of our international growth.

• A direct line to the CCO.

• A team of ambitious people, many of them former founders.

• Salary: €120000 - €160000 OTE, plus significant equity.

• Everything you need to be successful - if you need it - you´ll get it.

Process

• Intro Call with Recruiter (30 mins)

• Skill Interview with CCO (60 mins)

• Interview with CEO (30 mins)

• Culture Call (20 mins)

fonio is an equal opportunity employer. If you meet most of this and want to build something, apply.

How we hire?
We're AI-native, including in hiring. AI helps us to remain efficient, but people make every decision.

fonio is an equal opportunity employer. We hire for talent and ownership, whatever your background is.
Need an adjustment in the process? Just tell us.

Please send your CV in English. Then knock us off our feet 🚀