DescriptionWhat you'll ownWe're looking for a
Head of Channel to build our partner ecosystem from the ground up. This is a founder-type, 0 to 1 role requiring a mix of strategic design and aggressive execution to build the bridge between Fig's technology and the world's leading security providers. You will be responsible for recruiting, enabling, and activating a network of VARs, MSSPs, and Integrators, acting as a force multiplier for our growth.
What you'll be doing- Partner Recruitment: Identify and sign strategic partners with deep footprints in the SecOps space. You'll own the full lifecycle from initial outreach to signed, productive agreements.
- Activation & Enablement: Create the training frameworks and toolkits that turn third-party teams into Fig experts. Success is measured by a partner's ability to pitch, demo, and deliver Fig as effectively as our internal team.
- Revenue Ownership: Manage the "Channel-Sourced" pipeline and hit aggressive growth targets. You'll ensure partners are actively sourcing and closing deals, not just collecting logos.
- Conflict Management: Define and enforce "Rules of Engagement" to ensure synergy and clear boundaries between internal direct sales and the partner network.
- Market Expansion: Map out new territories and verticals where a channel-first approach can accelerate Fig's market penetration.
RequirementsWhat you'll need- Experience: 7-10 years in Business Development or Channel Management, specifically within the Cybersecurity or complex B2B Enterprise Tech domain.
- Track Record: Proven history of building a partner program from scratch- moving from initial strategy to generating significant, attributable revenue.
- Technical Sharpness: High technical aptitude. Ability to engage with CISOs and architects, selling the technical value of SecOps resilience rather than just "partnerships."
- Entrepreneurial Execution: Comfortable with the ambiguity of early-stage growth; able to design a strategy on Monday and sign a partner on Tuesday.
- Relentless Drive: The grit to push through long partnership cycles and the focus to ensure they result in consistent revenue.
- Build an ambitious product tackling a real and high-impact problem in security.
- Work in a fast-paced environment with the A-list team you'd want to have your back
- Have a real impact on the company and its customers from day 1
- Sick vibes :)
