About fonio

We grew from $1M to $10M ARR in under 12 months and now serve 10,000+ customers.

Fonio is Europe’s market leader for AI phone agents for SMBs. Now we’re expanding globally and into new products.
We move fast, take ownership, give direct feedback, and avoid politics and unnecessary meetings.
Join one of Europe’s fastest-growing companies.

Your Role

As Partner Manager Italy you own the Italian partner channel end to end. Acquisition, activation, and enablement are all yours. You bring new partners in, you get them to their first closed deal, and you give them the resources they need to sell fonio on their own. You handle the full partner base in your market, except the strategic accounts.
This is not desk based partner management. You sell alongside your partners, you sit in their customer calls, and you build the playbooks and materials that make them independent.
What you will own

• Acquisition: You identify and screen potential partners in Italy, in Italian and English. You assess their real potential and decide how each one gets handled.
• Activation: You get partners to their first joint closed deal. You run the sales calls yourself so the partner sees a strong sales process live and learns from it. You join larger customer negotiations.
• Enablement: You teach partners how to sell fonio. You build and provide the resources they need, from pitch material to objection handling, and you are their go to contact for questions.
• Account Management: Regular check ins with your partners, unlocking upsell potential in their existing customer base, and opening new customers through and for your partners.

Your targets and KPIs

• Revenue through partners
• Number of qualified partners per quarter
• Number of activated partners (first joint deal closed)
• Activation rate and repeat activation rate
• Upsell rate in the existing base

Who we are looking for

• Languages: Italian native and fluent English are a must. German, French, or Spanish are a plus.
• Sales background, ideally you have walked the SDR to AE path yourself. Channel or partner experience is an advantage.
• Hands on closer mentality. You sell yourself and train partners at the same time.
• Strong self discipline, a real sense of ownership, and genuine drive to prove yourself.
• You are up for the Vienna start and the move to Barcelona afterwards, and you are willing to travel for partner visits and larger customer negotiations on site.

Hiring Process

• 15 min intro
• 45 min skill interview & case study with David
• 20 min Deep dive with our CCO Alex
• 20 min culture fit with both founders