Head of Category (Co-Founder / Operating Partner) - FMCG / E- commerce (Equity)

We're building a fast- scale FMCG brand (mosquito repellent + air care).

Looking for a senior operator with proven ecommerce/D2C scale experience to join as an equity- only co- founder and lead a full category end-to- end.

Role summary:

We are seeking a hands- on, growth- obsessed operator to join the founding team with significant equity. You will own an entire category (P&L, product, supply chain, GTM and team building), run day- to- day operations, and be the face of the brand for partners and investors. This is a full- time, executional leadership role - not an advisor role - and requires deep experience scaling ecommerce/D2C/FMCG businesses end- to- end.

Why this is compelling

- Real equity, real ownership: join at an early stage and shape strategy, product and culture.

- Two complementary categories (repellents + aircare) that combine high repeat (refills) with premium AOVs.

- Blinkit/quick- commerce first GTM to accelerate discovery and scale quickly.

- You'll own fundraising conversations when the time is right and will be positioned as a founder- operator.

Key responsibilities (you will personally do most of these):

- Own category P&L and strategy: set targets, margins, and roadmap to scale to multi- crore ARR.

- Product & roadmap: define hero SKUs (device/refill, sprays, diffusers), lead vendor selection, oversee formulation/quality and drive packaging design.

- Supply chain & manufacturing partnerships: select and manage contract manufacturers and OEM assemblers; optimise COGS, MOQs, and lead times.

- Distribution & GTM: build Blinkit/Zepto listings, manage platform relationships, run q- commerce promotions, and design omnichannel expansion into modern trade when appropriate.

- Growth & performance marketing: set CAC/LTV targets, own marketing plan and channel mix with performance accountability.

- Operations & fulfilment: own order economics, warehousing, forecasting and customer experience.

- Build & lead the team: hire and mentor category leads (supply, brand, growth, ops).

- Fundraising & investor relations: prepare pitch, own due diligence and lead rounds when needed.

- Data & reporting: own unit economics, cohort analysis, and performance dashboards.

- Compliance & quality: ensure regulatory compliance for repellents and fragrances; own quality processes.

What success looks like (first 12 months):

- Launch of hero device + refill and 2 aircare SKUs with strong placement on Blinkit/Zepto.

- Achieve repeat purchase rate and unit economics consistent with scale (specific targets to be agreed; examples below).

- Build a 10-15 person category team and signed 2-3 contract manufacturing/OEM partnerships.

- Clear path to revenue milestones (e.g., first - 5-20 Cr ARR within 12 months - target to be defined mutually).

Required experience & skills:

- 6-12+ years of experience in ecommerce/D2C/FMCG - directly scaling brands or running large ecommerce/category teams.

- Proven track record (leading or senior role) in launching and scaling physical consumer products end- to- end - from sourcing to GTM to P&L.

- Deep experience with quick commerce / marketplace operations (Blinkit, Zepto, Instamart) and modern trade relationships.

- Strong supplier management experience - contracting CMs, OEMs, packaging vendors.

- Data-driven, excel/sheet fluent - comfortable building unit economics, forecasting and running experiments.

- Excellent people leader and cross- functional collaborator.

- Comfortable leading fundraising conversations and investor diligence.

- Comfortable with hands- on early- stage work: packaging design reviews, QC checks, sample evaluation.

Preferred pedigree (we're prioritizing):

- Prior senior/operator roles at successful D2C / FMCG / quick commerce scaleups or category leadership at Tier- 1 ecommerce/FMCG firms. Examples: high- growth D2C brands, category head at Blinkit/Zepto/Swiggy Instamart, senior roles at BigBasket/Flipkart, or product/operations leads from funded FMCG startups.

- MBA/PGP from a premier institute or equivalent experience is a plus but not mandatory if operator track record is exceptional.

Equity & compensation (suggested structure)

This role is equity- first; we are looking for a partner with no investment requirement.

Typical range (benchmarks for early operator co- founders): 5%-15% equity, dependent on stage, role scope, and prior track record. (We can discuss exact number and tranche schedule during interview.)

Standard vesting: 4 years with a 1- year cliff, with acceleration clauses tied to exit or major milestones.

Additional performance- linked equity grants possible on achieving growth milestones (revenue, margin, distribution).

A modest stipend / salary can be provided during ramp period; specifics to be discussed.

Commitment & location:

Full- time, hands-on role. Expect frequent travel to manufacturing partners and trade partners in early months.

Preferred location: Gurgaon.