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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 PyTorch team and backed by AMD, Atreides, Benchmark Capital, Index Ventures, Lightspeed, NVIDIA, Sequoia Capital, and TCV, Fireworks is a Series D company valued at $17.5 billion.
The Head of GTM Field Strategy & Ops, EMEA is the strategic business partner to the Head of Sales, EMEA and the EMEA leadership team. This role translates EMEA growth targets into executable field plans: quotas, territories, coverage, organization design, and operating rhythm.
You will sit within the Sales Strategy & Analytics team and work daily with EMEA sales leadership. Key responsibilities include:
**Business Partnership & Strategy**: Act as strategic thought partner on focus areas, investments, and resource allocation. Translate growth objectives into quarterly priorities and market focus. Lead weekly, monthly, and quarterly business reviews with clear decisions and owners. Adapt global sales processes to EMEA while maintaining global standards.
**Forecast & Pipeline Cadence**: Run the EMEA weekly forecast call and pipeline council, inspecting deals and surfacing risk early. Own forecast accuracy and pipeline coverage for the region. Partner with GTM Analytics and Revenue Operations on data and tooling.
**Planning, Quotas & Capacity**: Drive EMEA annual and in-year planning with Sales, Field Engineering, and Finance. Set and recommend quotas using market opportunity, seller capacity, ramp, and historical performance. Model capacity and hiring needs, including headcount and productivity tradeoffs.
**Territories & Coverage**: Design and carve territories and account assignments across EMEA, running recarves as the region grows. Own assignment, holdover, and conflict-resolution policies. Balance coverage across segments, countries, and routes to market.
**Org Design & Incentives**: Design the EMEA field organization structure, spans of control, and role mix. Work with Incentive Strategy and Finance on compensation plans with local considerations. Partner with People, Legal, and Finance on building the regional organization. This role starts as an individual contributor and is expected to grow into a people manager as EMEA scales.
**Cross-Functional & AI-Native Ops**: Partner with Product, Marketing, Partnerships, and Field Engineering to ensure EMEA priorities are heard. Use AI and agentic tooling in everyday work and help the field adopt it.
Fireworks sells on consumption and hybrid commit + usage models, with EMEA growing quickly from a young base. The ideal candidate has done this work for a regional sales leader before, is comfortable making calls with limited history, and can build structure while the business is moving.
**Requirements**
- 10+ years in sales strategy and operations, field operations, consulting, or sales leadership, including experience as a business partner to a regional or segment sales leader
- Hands-on experience setting quotas, designing territories, and leading planning for a field organization
- Experience running forecast calls and pipeline reviews with a record of improving forecast accuracy
- Experience designing or scaling sales and field organizations
- Credibility with senior sales leaders and ability to influence without formal authority
- Experience mentoring or developing others, with interest in building and leading a team over time
- Strong analytical and financial modeling skills, with comfort in SQL or BI tools
- Understanding of EMEA markets and experience operating across multiple countries, currencies, and regulations
- Based in London or able to relocate
- BA/BS degree in a quantitative field preferred
**Preferred Qualifications**
- Experience at an AI/ML infrastructure, developer tools, or API-first company
- Experience with usage-based or hybrid commit + usage revenue models
- Experience building a region or function through hypergrowth
- Familiarity with overlay roles (solutions architects, field engineers), partner and channel motions, and manager overrides
- Hands-on experience building workflows with AI or agentic tools
