Head of Channel

Description

Who We Are & What You’ll Own

Fig leads the Security Operations Resilience movement – keeping detection and response working through constant change. Fig finds and fixes broken security flows across the SecOps stack, and enables security teams to quickly design, simulate, and deploy planned initiatives.

We’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.

Requirements:

• 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.