Head of Partnerships
Vienna or Barcelona · Full-time · Reports to the CCO
About fonio
fonio builds AI phone agents, plus WhatsApp, chat and email assistants, for small and medium-sized businesses. We have 10,000+ customers and grew from $1M to $10M ARR in under 12 months. We’re now expanding across Europe, Brazil and the US.
We work with ownership, direct feedback, few meetings and no politics. You run your area like it’s your company.
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: [range to be added], 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.