Fireworks AI

Fireworks AI

Head of Sales Strategy & Analytics

Remote, USA; San Mateo, CA · Exec

Sponsorship not specified$250k-$270kDetected 33 days ago
Machine LearningPyTorchLLMsSalesForecastingCadenceLeadershipMentoringPublic SpeakingVariance Analysis

About the role

  • Our GTM organization is scaling fast and needs a strategic and analytical foundation to match.
  • You'll set the operating model, defend it with data, and change it when the business changes.
  • We want someone who measures their impact in decisions changed, not decks delivered.

Responsibilities

  • GTM Operating Model and Territory/ROE Design
  • can build a model from scratch, not just interpret one
  • Collaborate with world-class engineers and AI researchers who thrive on curiosity and innovation.
  • This role requires someone who has operated in a consumption or usage-based business and understands how that changes forecasting, territory design, and what good GTM metrics actually look like.
  • Build and own the forecasting process across bookings, renewals, and consumption in partnership with Finance, Sales, and Data.
  • Deliver forecasts leadership can trust, with clear variance explanation and recommended actions.
  • Build What's Next: Work with bleeding-edge technology that impacts how businesses and developers harness AI globally.
  • Learn from the Best: Collaborate with world-class engineers and AI researchers who thrive on curiosity and innovation.

Requirements

  • 10+ years in Revenue Strategy, Sales Strategy, Sales Operations, or Revenue Operations at B2B companies

Nice to have

  • Experience at a usage-based, consumption, or API-first company
  • Has run strategy and operations across both enterprise and PLG/product-led motions simultaneously
  • Comfortable presenting to CFO, board, and executive team with well-reasoned variance analysis
  • Has worked at an AI/ML infrastructure, developer tools, or high-growth technical B2B company

Compensation

  • $250,000 - $270,000 USD
  • You'll own the foundation the GTM org runs on: operating model, territory and coverage design, revenue and GPU forecasting, QBR/WBR operating cadence, and the repeatable sales motions that turn annual strategy into quarterly execution.

Benefits

  • Own how the GTM organization is structured to win: segment coverage, territory design, rules of engagement across GTM and Product, and quota-setting philosophy.
  • Range (Plus Equity)

Company info

  • At Fireworks, we're building the future of generative AI infrastructure. Our platform delivers the highest-quality models with the fastest and most scalable inference in the industry. We've been independently benchmarked as the leader in LLM inference speed and are driving cutting-edge innovation through projects like our own function calling and multimodal models. Fireworks is a Series C company valued at $4 billion and backed by top investors including Benchmark, Sequoia, Lightspeed, Index, and Evantic. We're an ambitious, collaborative team of builders, founded by veterans of Meta PyTorch and Google Vertex AI.
  • The Role
  • Our GTM organization is scaling fast and needs a strategic and analytical foundation to match. In this role you will lead our Sales Strategy and Revenue Analytics pillars, reporting to the VP of Revenue Operations. This role requires someone who has operated in a consumption or usage-based business and understands how that changes forecasting, territory design, and what good GTM metrics actually look like.
  • You'll own the foundation the GTM org runs on: operating model, territory and coverage design, revenue and GPU forecasting, QBR/WBR operating cadence, and the repeatable sales motions that turn annual strategy into quarterly execution. You'll be a strategic partner to sales leadership and a connector across Sales, Finance, Data, and Product.
  • At Fireworks, we're building the future of generative AI infrastructure.
  • Our platform delivers the highest-quality models with the fastest and most scalable inference in the industry.
  • We've been independently benchmarked as the leader in LLM inference speed and are driving cutting-edge innovation through projects like our own function calling and multimodal models.
  • Fireworks is a Series C company valued at $4 billion and backed by top investors including Benchmark, Sequoia, Lightspeed, Index, and Evantic.
  • We're an ambitious, collaborative team of builders, founded by veterans of Meta PyTorch and Google Vertex AI.
  • In this role you will lead our Sales Strategy and Revenue Analytics pillars, reporting to the VP of Revenue Operations.
  • You'll own the foundation the GTM org runs on: operating model, territory and coverage design, revenue and GPU forecasting, QBR/WBR operating cadence, and the repeatable sales motions that turn annual strategy into quarterly execution.
  • You'll be a strategic partner to sales leadership and a connector across Sales, Finance, Data, and Product.
  • What You'll Own
  • Translate annual targets into territory plans that give every rep a fair book and every segment the right level of coverage.
  • Revisit and adjust as the business evolves.
  • Revenue and GPU Forecasting
  • Establish a methodology that works for a business where committed ARR and consumption expansion behave differently.
  • Business Partnership and Operating Cadence
  • Run the QBR, WBR, and planning forums that keep the GTM organization aligned, accountable, and moving.
  • Design the cadence, own the agenda, and make sure the output is decisions and actions, not status updates.
  • Act as a strategic advisor to GTM leaders, surfacing pipeline risk and growth opportunity before it shows up in results.
  • Sales Process into Repeatable Motions
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This listing is sourced directly from Fireworks AI's careers page and normalized into a canonical job model.