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Fireworks is an AI inference infrastructure platform enabling companies to build, train, and serve AI models tailored to their data and workflows. The company is Series D-valued at $17.5B, backed by leading investors including Benchmark, Sequoia, Lightspeed, Index Ventures, NVIDIA, and AMD. Customers include Cursor, Cognition, GitHub, Meta, and a growing base of enterprise AI teams.
The GTM Planning Lead reports to the Head of Sales Strategy & Analytics and serves as a strategic advisor to GTM and Finance leadership. This role is central to translating company growth strategy into executable capacity plans, territory designs, quota structures, and incentive frameworks that drive revenue predictability and seller behavior.
Key responsibilities include designing and executing the annual Go-To-Market planning process for the COO organization; leading capacity planning and target-setting across Sales, Field Engineering, and Customer Success; developing target-setting methodologies grounded in market opportunity and productivity expectations; partnering with Finance to model capacity needs, ramp assumptions, and hiring requirements with scenario analysis; establishing frameworks to monitor quota attainment and productivity; and designing processes to forecast GPU demand in alignment with infrastructure teams.
The role also owns building end-to-end automation and tooling for business plan modeling, partnering with Data Engineering and GTM Engineering to establish source-of-truth data systems (CRM, billing/usage, roster/quotas) that ensure reproducible and auditable calculations.
This is a high-leverage position where deep understanding of usage-based and hybrid commercial models is essential. The ideal candidate balances competitiveness, simplicity, scalability, and financial discipline while operating at the intersection of strategy, analytics, and execution.
Requirements:
- 6+ years in GTM planning, quota setting, and/or productivity-related revenue operations
- Significant experience in go-to-market design and sales planning
- Demonstrated ability to interact with C-suite executives and partner closely with VP-level leaders
- Advanced analytical and financial modeling skills with ability to drive high-value insights
- BA/BS degree in engineering, accounting, finance, economics, or other quantitative fields (preferred)
- Experience at an AI/ML infrastructure, developer tools, or API-first company (preferred)
- Familiarity with manager overrides, overlay roles (e.g., SAs/field engineers), marketplace/channel nuances, and self-serve to sales-assisted conversions (preferred)
