Tech - Sales Account Executive, Director of Partnerships and Channels

FGI Tech - Sales Account Executive, Director of Partnerships and Channels

Remote (US-based)

Trade credit insurance is a $10+ billion global market growing at over 10% annually. Historically, TCI policies have been managed with spreadsheets and manual workflows. TRUST, FGI’s purpose-built SaaS platform, is changing that. We automate policy management for the financial institutions and corporations ensuring receivables are compliant, current, and covered so they can safely grow their businesses.

We are at an inflection point. The platform has been validated by large enterprise customers, and we are at the beginning of a significant growth phase. We need experienced business development professionals to build the commercial engine that takes us to the next stage.

This role owns FGI’s carrier, broker, and technology partnership pipeline. You will build on existing carrier and broker relationships to develop a repeatable, scalable channel distribution model for TRUST. You will identify, structure, and close strategic commercial partnerships that extend FGI’s reach far beyond what direct sales alone can achieve.

Critically, you will serve as the primary relationship owner for FGI Tech’s existing partnerships – including a top-tier global TCI carrier and one of the world’s leading insurance brokers. These relationships require someone with genuine industry experience who can operate as a strategic peer to senior stakeholders on both sides. From there you will develop new carrier, broker, and technology partnerships that build on this foundation.

• Develop and manage relationships with Tier 1 and Tier 2 global TCI brokers, supporting them in adopting TRUST to manage their client portfolios more efficiently.
• Identify and evaluate technology partnership opportunities with banks, ABL platforms, ERP vendors, and fintech infrastructure companies where TRUST integration creates mutual value and an enhanced value proposition to the market.
• Structure and negotiate complex commercial agreements – revenue share, white-label licensing, channel distribution, and referral arrangements.
• Own and manage FGI’s existing carrier partnership – drive client adoption, support the partner’s commercial team, and ensure the relationship is performing against its potential.
• Serve as FGI’s primary relationship owner with one of the world’s leading insurance brokers – supporting rollout, enabling their team, and positioning the partnership for long-term expansion.
• Work closely with the product and engineering teams to define integration requirements and ensure partner implementations are delivered successfully.
• Represent FGI at TCI, specialty insurance, and commercial finance industry events – ITFA, ICISA, SFNet, and relevant broker forums.
• Build the partnership playbook – pipeline governance, onboarding frameworks, enablement materials, and commercial structures.

• 7+ years of experience in partnerships, channel development, or business development within the TCI, specialty insurance, or commercial finance ecosystem.
• Direct experience working with or for TCI carriers, global brokers, or specialty insurance distributors – you understand how these organizations are structured, how decisions get made, and how distribution relationships work in practice.
• Proven ability to manage and grow complex commercial partnerships at a senior level – you are comfortable as a peer to senior stakeholders at major carriers and global broking houses.
• Strong existing network within the TCI or specialty insurance community. Relationships at major global TCI carriers or top-tier international broking houses are a significant advantage.
• Demonstrated experience structuring and closing complex commercial agreements – white-label licensing, revenue share, or distribution partnerships.
• Comfortable managing both carrier and broker relationships simultaneously – you understand that these stakeholders have different incentives and timelines, and you can navigate both.
• You are comfortable working in a technology-focused environment.
• Entrepreneurial mindset. You are building a function in an early-stage business. Not everything will be defined and you will need to create structure as you go.
• Strong communication and commercial instincts – you can build trust with a senior carrier executive and a regional broker manager in the same week.

• Own It. We take full accountability for outcomes – not just effort.
• Create the Path. We are resourceful, creative, and resilient – bringing innovative thinking to solve problems for our clients and partners.
• Win as a Team. Success only happens in teams – we are one and achieve more together.