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Fireworks is a Series D AI platform ($17.5B valuation) enabling companies to build, train, and serve specialized AI models tailored to their data and workflows. Founded by the PyTorch team and backed by AMD, NVIDIA, Sequoia, and others, Fireworks powers production AI with hundreds of open models and is past $1B ARR, trusted by GenAI-native companies like Cursor, Vercel, and Genspark.
You will lead and scale a team of Account Executives focused on GenAI-native startups—the fastest-growing segment of Fireworks' business. This is a hands-on leadership role combining strategy with deal execution. You'll own new business and expansion revenue, build repeatable sales playbooks, and create an environment where AEs develop into future GTM leaders.
Key responsibilities include:
- Lead, coach, and develop a team of AI Native Account Executives
- Own team performance against new logo, consumption growth, pipeline, and forecast accuracy
- Build and refine the AI Native sales motion from technical discovery through production scale
- Coach AEs to lead credible technical conversations with founders, ML engineers, and infrastructure leads
- Partner with GTM engineering, product, and applied AI to unblock adoption and accelerate time to value
- Collaborate with Sales Development, Marketing, and RevOps on target accounts, territories, and funnel conversion
- Establish clear operating rhythms: pipeline reviews, deal reviews, call reviews, coaching sessions, weekly forecasts
- Use usage and account health data to identify expansion opportunities and diagnose churn
- Translate segment patterns into actionable product and roadmap feedback
- Hire, onboard, and ramp new AEs as the team scales
- Represent Fireworks in the GenAI ecosystem—demo days, meetups, online communities
- Create a culture of accountability, curiosity, technical depth, and continuous improvement
Required qualifications:
- 5+ years in sales or business development selling to technical buyers, with experience managing or coaching quota-carrying AEs
- Proven ability to win and grow accounts in technical, infrastructure, AI, or developer-oriented markets, especially consumption/usage-based models
- Strong coaching skills around technical discovery, multi-threading, POC management, negotiation, and executive communication
- Comfort in early-stage or high-growth environments where playbooks are still being built
- Ability to understand and explain technical topics like open-source inference, API performance, model tuning, GPU architecture
- Strong analytical orientation; ability to use pipeline and consumption metrics to diagnose performance
- Excellent written and verbal communication
- High standards for talent, process, and operational rigor
- Cross-functional partnership capability with Product, Engineering, Applied ML, Marketing, RevOps, Recruiting
- Genuine enthusiasm for working with startup founders on the front lines of GenAI
Nice to have: experience selling to engineering/product leaders or founders; AI-native, developer-tooling, or data infrastructure GTM experience; prior experience building a sales team from early stage; technical or product background; familiarity with Salesforce, Gong, Lemlist, LinkedIn Sales Navigator, Clay, or similar platforms.
