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Fireworks is a Series D AI infrastructure platform ($17.5B valuation) that enables companies to build, train, and serve specialized AI models tailored to their data, workflows, and products. Founded by the PyTorch team and backed by AMD, NVIDIA, Sequoia, Benchmark, and others, Fireworks powers production AI with hundreds of state-of-the-art open models.
Reporting to the Head of Sales Strategy & Analytics, you will own how Fireworks sees its go-to-market function. You define the critical metrics, build the dashboards, and lead the analyses that sales, finance, and executive leaders rely on in QBRs, forecast calls, and Pipeline Council meetings. This is a player-coach role: you will personally lead complex analytical work while building and developing a small team of two analysts.
Key responsibilities include:
**Metrics, Definitions & Dashboards:** Own definitions for critical GTM metrics (pipeline stages, conversion, bookings, ARR, consumption, churn, net revenue retention). Build dashboards that leaders use weekly with one agreed source of truth for each number. Retire conflicting reports and establish clarity on official metrics.
**Advanced Analytics & Modeling:** Lead end-to-end complex analyses including churn and retention analysis, propensity models (conversion, expansion, churn), cohort and usage-to-revenue analysis, and pipeline conversion analysis. Turn analysis into clear recommendations for sales, finance, and executives, and track outcomes. Establish standards for model validation so leaders can trust and reuse results.
**Operating Cadence Readiness:** Ensure data and tooling behind QBRs, weekly forecast calls, and Pipeline Council are accurate, timely, and repeatable. Track forecast accuracy and pipeline coverage, explaining misses. Automate recurring packs and reports to reduce manual preparation.
**Cross-Functional Partnerships:** Work with Finance to reconcile bookings, ARR, and consumption to financial plans. Partner with Product to define usage and adoption metrics and connect them to pipeline, expansion, and churn analysis. Collaborate with Data Engineering on source-of-truth data models across CRM, billing/usage, and roster/quotas. Define data-quality checks and escalate gaps with clear requirements.
**Team Leadership:** Manage, coach, and grow a team of two analytics managers/analysts. Set the bar for analytical quality, documentation, and speed. Use AI and agentic tooling in everyday analysis and teach the team to do the same.
This role is critical as Fireworks scales from a handful of sellers to a global field organization. Consumption and hybrid commit + usage economics are core to how the company sells and grows, so hands-on experience analyzing usage-based or hybrid commercial models is essential.
**Requirements:**
- 8+ years in analytics, with 4+ years in GTM, sales, or revenue analytics
- Experience leading or coaching analysts, and comfortable being hands-on
- Advanced SQL and BI/dashboarding skills, plus experience with statistical or predictive modeling (e.g., churn or propensity models)
- Experience analyzing a usage-based or hybrid commit + usage business model
- Track record of defining metrics with Finance and Product, and working with Data Engineering on source-of-truth data
- Experience supporting QBRs, forecast calls, board or executive reporting
- Clear communicator who can explain complex analysis to executives and push back with data
- BA/BS degree in engineering, statistics, finance, economics, or other quantitative fields preferred
**Preferred:**
- Experience at an AI/ML infrastructure, developer tools, or API-first company
- Experience through a period of hypergrowth
- Experience building a metrics or semantic layer, or modern analytics-engineering tooling
- Hands-on experience building analysis workflows with AI or agentic tools
- Familiarity with Salesforce, billing, and product usage data
