Head of Sales Strategy & Analytics
Job description
About Us:
Fireworks is the platform for specialized intelligence, enabling companies to build, train, and serve AI models tailored to their own data, workflows, and products. Founded by the team behind PyTorch and backed by AMD, Atreides, Benchmark Capital, Index Ventures, Lightspeed, NVIDIA, Sequoia Capital, and TCV, Fireworks powers production AI with hundreds of state-of-the-art open models across text, image, embedding, audio, and multimodal workloads. Today, Fireworks is a Series D company valued at $17.5 billion, bringing together an ambitious, collaborative team that's building the future of enterprise 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.
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.
What You'll Own
1. GTM Operating Model and Territory/ROE Design
Own how the GTM organization is structured to win: segment coverage, territory design, rules of engagement across GTM and Product, and quota-setting philosophy. 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.
2. Revenue and GPU Forecasting
Build and own the forecasting process across bookings, renewals, and consumption in partnership with Finance, Sales, and Data. Establish a methodology that works for a business where committed ARR and consumption expansion behave differently. Deliver forecasts leadership can trust, with clear variance explanation and recommended actions.
3. 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.
4. Sales Process into Repeatable Motions
Define and execute a consistent sales process across account planning, territory planning, and pipeline generation. Turn what works into a playbook. Instrument it so performance is visible, coaching is targeted, and the team gets better over time.
Minimum Qualifications
- 10+ years in Revenue Strategy, Sales Strategy, Sales Operations, or Revenue Operations at B2B companies
- Has owned an end-to-end forecasting process, not just contributed to one
- Has designed territory and quota models at scale
- Has built and led a team with direct reports across strategy or analytics functions
- Strong analytical foundation: can build a model from scratch, not just interpret one
Preferred Qualifications
- 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
Total compensation for this role also includes meaningful equity in a fast-growing startup, along with a competitive salary and comprehensive benefits package. Base salary is determined by a range of factors including individual qualifications, experience, skills, interview performance, market data, and work location. The listed salary range is intended as a guideline and may be adjusted.
Why Fireworks AI?
- Solve Hard Problems: Tackle challenges at the forefront of AI infrastructure, from low-latency inference to scalable model serving.
- Build What’s Next: Work with bleeding-edge technology that impacts how businesses and developers harness AI globally.
- Ownership & Impact: Join a fast-growing, passionate team where your work directly shapes the future of AI—no bureaucracy, just results.
- Learn from the Best: Collaborate with world-class engineers and AI researchers who thrive on curiosity and innovation.
Fireworks AI is an equal-opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all innovators.