Vapi

Analyst

• Track and analyze COGS / cost of revenue and gross margin: Gain a comprehensive understanding of current margin profiles.
• Analyze cloud / infrastructure / inference / telephony costs: Deconstruct the primary cost drivers to identify trends, outliers, and initial areas for investigation.
• Build cost-per-minute and cost-per-call models and unit economics: Develop granular models that link infrastructure consumption directly to revenue-generating activity.
• Partner with Engineering on infrastructure cost optimization: Collaborate on actionable improvements to lower unit costs based on the data models built in the previous month.
• Forecast COGS in the operating plan: Apply historical data and efficiency learnings to create accurate, reliable future cost projections.
• Support gross margin reporting and variance analysis for leadership: Provide executive visibility into margin performance, explaining drivers of variance to inform strategic business decisions.

Cost Revenue Analyst

Executive Assistant

• Learn the priorities, operating rhythms, and communication styles of the CFO and Head of Talent & People.
• Take ownership of calendars, scheduling, travel, and meeting logistics.
• Build relationships across Finance and key cross-functional partners.
• Independently manage complex calendars, travel, expenses, and executive communications.
• Coordinate leadership meetings, board logistics, investor meetings, and Finance planning cycles.
• Own operational processes that keep the Finance organization running smoothly.
• Become a trusted partner who proactively identifies problems, removes friction, and keeps priorities moving.
• Drive cross-functional projects, improve operational workflows, and ensure nothing falls through the cracks.
• Serve as the connective tissue across Finance, Talent, and executive leadership.

Manager

• Take over day-to-day office operations across both floors (vendors, food, supplies, cleaning, facilities)
• Keep them running without dropped balls. Own interview scheduling end-to-end across time zones
• Get fluent in the ATS (Ashby/Greenhouse) with clean records and accurate stages
• Map existing office and recruiting workflows and flag what's broken or ad-hoc
• Become the primary contact for all vendors and building management (COIs, access, maintenance)
• Run the full candidate logistics experience – confirmations, prep, travel, day-of hosting
• Partner with IT on provisioning, access systems, seating, and bulletproof interview rooms/AV
• Lead vendor negotiations (bulk pricing, service optimization) and oversee office improvements and light build-outs

Workplace Experience Manager

Solutions Engineer

• Learn and map Vapi’s product, platform, and enterprise motion
• Map the solutions partner landscape and build a prioritized target list
• Launch first outreach and open discovery conversations with prospective partners
• Audit existing partner relationships and inbound partner interest to surface quick wins
• Move first partners into active negotiation and build the activation playbook
• Sign the first cohort of solutions partners and kick off structured activation plans
• Drive first partner-sourced opportunities into pipeline through co-selling with our sales team
• Own and grow a quarterly partner-sourced pipeline
• Shape the partner program as it matures

Senior Manager, Solutions Partner

Sales Engineer

• Own hiring, POC standards, demo assets, and team integration with AEs
• Build the function to support technical evaluations and enterprise sales
• Manage capacity and deal assignment
• Review POCs before shipping to clients
• Build a reusable artifact library for the team

Sales Engineering Manager

• Learn Vapi’s product, customer use cases, sales motion, and common technical objections in 30 days.
• Own technical discovery and demos for active enterprise deals, and partner closely with AEs on account strategy in 60 days.
• Lead the technical side of enterprise deals from first call through close and go-live, creating reusable artifacts for the team in 90 days.

Agent

• Take ownership of a portfolio of enterprise accounts and build trusted relationships with key stakeholders
• Deeply understand each customer’s deployment architecture, use cases, and success criteria
• Audit current health metrics, renewal timelines, usage patterns, and engagement cadence
• Align with FDE, CSE, Sales, and Product on open workstreams and deployment priorities
• Establish a structured cadence of weekly, biweekly, or monthly syncs based on account tiering
• Implement proactive health monitoring using usage data, stakeholder engagement, and sentiment signals
• Begin identifying renewal risks and expansion signals across your portfolio
• Deliver structured QBRs for Tier 1 and Tier 2 accounts with executive-ready reporting
• Drive renewal conversations beginning 120 days out and partner with AEs on commercial strategy
• Surface qualified expansion opportunities supported by usage data and deployment success metrics
• Enforce service tier boundaries and protect the integrity of the engagement model
• Contribute to refining post-sales playbooks, documentation standards, and tooling as the function scales

Agent Strategist

• Take ownership of a portfolio of enterprise accounts and build trusted relationships with key stakeholders.
• Deeply understand each customer’s deployment architecture, use cases, and success criteria.
• Audit current health metrics, renewal timelines, usage patterns, and engagement cadence.
• Align with FDE, CSE, Sales, and Product on open workstreams and deployment priorities.
• Establish a structured cadence of weekly, biweekly, or monthly syncs based on account tiering.
• Implement proactive health monitoring using usage data, stakeholder engagement, and sentiment signals.
• Begin identifying renewal risks and expansion signals across your portfolio.
• Deliver structured QBRs for Tier 1 and Tier 2 accounts with executive-ready reporting.
• Drive renewal conversations beginning 120 days out and partner with AEs on commercial strategy.
• Surface qualified expansion opportunities supported by usage data and deployment success metrics.
• Enforce service tier boundaries and protect the integrity of the engagement model.
• Contribute to refining post-sales playbooks, documentation standards, and tooling as the function scales.

Sales Development Rep

• Become an expert on Vapi's platform, customers, and Voice AI market.
• Learn our outbound methodology, sales process, and ideal customer profile (ICP).
• Shadow top performers and begin engaging inbound and outbound prospects.
• Generate qualified pipeline through a combination of inbound conversion and strategic outbound prospecting.
• Run discovery conversations with technical and business stakeholders.
• Partner closely with Account Executives to identify and expand opportunities within target accounts.
• Consistently exceed pipeline generation targets.
• Build and manage a territory strategy focused on high-potential accounts.
• Develop personalized outreach campaigns leveraging email, phone, LinkedIn, events, and creative prospecting techniques.
• Become a trusted advisor on how Voice AI can create business value for prospects.
• Qualify inbound interest from companies evaluating Voice AI solutions.
• Identify, research, and engage key decision-makers within target accounts.
• Collaborate with Marketing, Product, and Engineering to share customer insights and market feedback.
• Maintain accurate pipeline and activity tracking within CRM systems.
• Contribute to building and refining Vapi's outbound motion as we scale.

Sales Development Representative – EMEA

Engineer

• Learn Vapi’s product, customer use cases, sales motion, and common technical objections within 30 days.
• Own technical discovery and demos for active enterprise deals within 60 days.
• Lead the technical side of enterprise deals from first call through close and go-live within 90 days.
• Create reusable artifacts for the team, document integration patterns and common objections, and feed product gaps back to engineering and product.

Agent Engineer

Recruitment

• Own and elevate the candidate experience, ensuring every interaction reflects Vapi’s high standards and serves as a strong first impression of the company.
• Take deep ownership of recruiting operations, from interview scheduling and logistics to process execution and continuous improvement.
• Act as a builder within RecOps, helping shape and scale the function as Vapi continues its rapid growth.
• Manage recruiting data, reporting, and operational insights to improve decision-making and team effectiveness.
• Partner with recruiters, hiring managers, and leadership while supporting recruiting events, partnerships, and other pipeline-generation initiatives.
• Thrive in ambiguity, proactively identifying opportunities to improve processes, solve problems, and contribute well beyond the traditional scope of a Recruiting Coordinator role.
• Own interview scheduling end-to-end across multiple time zones, ensuring a seamless process and keeping candidate pipelines moving efficiently.
• Serve as the primary point of contact for candidates, delivering a thoughtful, warm, and high-quality experience across both virtual and onsite interviews.
• Maintain impeccable ATS hygiene, ensuring accurate candidate records, stage progression, and recruiting data integrity.
• Evaluate and improve recruiting operations by identifying workflow inefficiencies, reducing manual processes, and building strong partnerships with recruiters, hiring managers, and interviewers.
• Own the end-to-end candidate logistics experience, including interview scheduling, confirmations, preparation materials, travel coordination, onsite hosting, and offer-to-onboarding handoffs.
• Drive recruiting process execution by facilitating debriefs, collecting timely feedback, proactively identifying stalled pipelines, and ensuring candidates move efficiently through the hiring process.
• Build and scale recruiting operations by documenting SOPs, improving workflows, and eliminating manual or inefficient processes identified through process audits.
• Deliver actionable recruiting insights by owning reporting on funnel conversion, pipeline health, interviewer utilization, and time-to-fill metrics, while partnering with IT and Operations to maintain a seamless interview environment.
• Own recruiting operations reporting, dashboards, and analytics, transforming recruiting data into actionable insights that inform hiring and workforce planning decisions.
• Partner on recruiting events, community engagement, and employer branding initiatives, including meetups, industry partnerships, and other programs that strengthen Vapi’s talent pipeline.
• Design and implement scalable recruiting systems and processes that reduce friction, improve efficiency, and support the company’s rapid growth.
• Serve as a steward of the candidate experience, defining and maintaining a world-class hiring bar while proactively identifying challenges, solving problems end-to-end, and anticipating the evolving needs of the recruiting function.

Senior Recruiting Coordinator

Revenue Operations

• Drive operational improvements to pricing including discount thresholds, approvals, and order form generation helping Vapi maximize revenue, accelerate deal velocity, and remain competitive in a fast-moving market.
• Build and maintain the systems and automations that power our revenue motion, spanning Salesforce architecture, workflow automation, data enrichment pipelines, and integrations.
• Design and operationalize the end-to-end revenue process from lead routing and pipeline management to forecasting cadences and handoff protocols. Ensure every function in the GTM org runs with consistency and scale.
• Equip our AEs, SDRs, and broader GTM team with the frameworks, playbooks, and training they need to execute at a high level. This includes onboarding programs, sales coaching, competitive battlecards, and product launch material.
• Build the reporting infrastructure and dashboards that give GTM leadership clear visibility into pipeline health, funnel conversion, win/loss trends, and revenue forecasts. Translate data into decisions that improve win rates and deal velocity.

Revenue Operations Manager

• Define what counts as an incident and what does not, with entrance and exit criteria that protect engineering from noise.
• Author the severity model with response-time targets per level, so a SEV0 means the same thing Monday morning and Friday night.
• Design how a live incident runs: the command structure, the update cadence, the single source of truth, the decision rights, and when the call gets escalated past the commander. Write it down so anyone on rotation runs it the same way.
• Build and train the incident commander rotation. Build a realistic balance of hiring and utilizing existing resources across humans and AI to stand up the rotation.
• Own the pager and work part of the rotation yourself - personally commanding incidents during your shifts and stepping your share down as the bench matures and proves out. Own how the rotation runs regardless of whose shift it is.
• Stand up the incident tooling and on-call setup: paging, escalation policies, incident channels, status page, and the runbook library.
• Build customer communication templates for each severity and channel, pre-approved so they are not written from scratch under pressure.
• Govern the customer credit process with a clear approval chain, so financial decisions stop happening in ad hoc threads.
• Stand up the metrics: resolution time, response velocity, escalation volume, RCA SLA adherence, and revenue protected. Report monthly in terms execs use to make resource decisions.
• Build standing partnerships with engineering, support, the office of the CTO, legal, security, comms, and carrier operations before the next critical situation.
• Train go-to-market, support, customer success, and engineering on where to bring customer-critical issues and how the function works.
• Build a feedback loop so incident and escalation data shapes the engineering roadmap instead of dying in postmortems.
• Own the customer-facing RCA. Translate engineering root cause into plain language that tells the truth and holds the relationship. Ship it within the SLA we commit to.
• Run the blameless post-incident review. Drive action items to named owners with dates, and track them to closure instead of letting them die in a doc.
• Close the loop with affected customers directly, including the credits or commitments made during the incident.
• Hold the high-severity customer issues that do not rise to a full incident but threaten a renewal or a relationship.
• Run the standing executive escalation list. Keep an owner, a next step, and a date on every item.
• Spot patterns across customers that no single team owns, and force them into engineering or product as prioritized work.
• Be the single point of contact for a regulated customer or a regulatory inquiry that surfaces weeks after the technical fix.
• Partner with the account team on at-risk accounts driven by reliability, and build the cross-functional recovery plan.
• Keep a written handoff and a named deputy so escalations stay covered when you are out.

Incident and Escalation Manager

Marketing

• Build and own the ABM program end-to-end - tier accounts, define the target universe, orchestrate personalized multi-channel campaigns in concert with the marketing team
• Drive pipeline from named accounts in close partnership with Sales and SDRs, with account-specific content and outbound plays
• Activate intent data and buying signals via Clay, reo.dev, and HubSpot to time outreach and convert anonymous signals to pipeline
• Design executive engagement and field programs (executive dinners, VIP event tracks, bespoke content) to accelerate deals
• Own ABM reporting and attribution - account engagement, pipeline influence, deal velocity - and present to leadership weekly

Account Based Marketing

DevOps Engineer

• Make Vapi's security posture world-class for the enterprise — shift security left, catch regressions during code review and CI, and harden our multi-tenant infrastructure as we onboard the Fortune 500.
• Build automation as a security primitive — including agentic systems that run penetration tests against staging ahead of every release, and that auto-remediate issues as they surface.
• Own the compliance roadmap end-to-end alongside InfoSec, including Drata and the automations that keep us audit-ready as we expand into new regions and regulated industries.
• Partner deeply with Engineering, InfoSec, and GRC — building guardrails developers actually use, not ad-hoc controls bolted on after the fact.
• Be the authority Sales and GTM lean on — giving prospects and enterprise customers the confidence that Vapi's security posture matches the trust they're placing in us.

Cost Revenue Analyst

Executive Assistant

Workplace Experience Manager

Senior Manager, Solutions Partner

Sales Engineering Manager

Sales Engineer

Agent Strategist

Agent Strategist

Sales Development Representative – EMEA

Agent Engineer

Senior Recruiting Coordinator

Revenue Operations Manager

Incident and Escalation Manager

Account Based Marketing

Member of Technical Staff, DevSecOps