Founding Channel & Partnerships

Firefly Technology•New York, NY

1d•$160,000 - $220,000•Onsite

About The Position

Firefly is building the defining physical AI company of the next decade, starting with safety. We believe safety is the most important problem facing America today. Every school, hospital, hotel, workplace, and public venue relies on a patchwork of disconnected systems to understand and protect the people inside them. Most were built decades ago, rarely work together, and leave organizations operating without a real-time understanding of what's happening across their spaces. Firefly is replacing that stack with a single AI-native platform that helps organizations understand their environment, coordinate action, and respond when every second counts. We combine intelligent software with beautifully designed hardware to bring consumer-grade experiences to one of the world's largest and most important industries. In less than two years, Firefly has grown from an idea to protecting everything from boutique hotels to 30,000-student school systems, raising more than $27 million from leading investors along the way. Our team includes leaders from Apple and Verkada who care deeply about craft, speed, and building technology that matters in the real world. Safety is where the need is most urgent, but the opportunity is much larger. Every physical space generates signals. Every organization needs to understand what is happening, determine what matters, and coordinate the right response. We believe the next generation of AI will move beyond screens and into the real world, becoming the system of intelligence that helps organizations operate and protect the spaces they are responsible for. Firefly is hiring our first Channel & Partnerships hire to build our entire partner network as we come out of stealth and attack the market with real customer proof behind us. This is one of the highest-leverage seats at Firefly. Channel is an incredibly important revenue driving motion for Firefly - many in our industry sell exclusively through partners. The whole system is yours to own: which partner types to pursue, how we recruit and enable them, what the economics look like, and how channel becomes a durable engine for pipeline. Few roles anywhere offer this much scope this early. The core defining characteristic for this role is an ability to thread the needle, cut through the noise, and be a ruthless allocator of resources. Our partnership opportunity is gigantic - Security integrators, systems integrators, MSPs, VARs, architecture firms - we need to understand every pocket, read what actually drives buying decisions in physical safety and infrastructure, ruthlessly qualify which partners are worth pursuing, and make the ones we choose to work with hyper successful quickly.

Requirements

5+ years across partnerships, channel, business development, or an operating role close to a go-to-market motion - enough to have real pattern recognition, not your first rodeo
Built or materially shaped a partner or channel program, and understand the economics that make one actually work
Deep familiarity with networks, hardware, or physical technology industries through your work
A bias for partnerships that move pipeline, and the discipline to kill the ones that don't
Enough credibility and commercial instinct to represent Firefly to senior partners without a script

Responsibilities

Build our entire partner network as we come out of stealth and attack the market with real customer proof behind us.
Own the entire channel system: which partner types to pursue, how we recruit and enable them, what the economics look like, and how channel becomes a durable engine for pipeline.
Understand every pocket of partnership opportunity (Security integrators, systems integrators, MSPs, VARs, architecture firms).
Read what actually drives buying decisions in physical safety and infrastructure.
Ruthlessly qualify which partners are worth pursuing.
Make the partners we choose to work with hyper successful quickly.