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Fireworks is a Series D AI infrastructure platform ($17.5B valuation) that enables companies to build, train, and serve AI models tailored to their data and workflows. 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.
You will serve as Head of GTM Strategy & Operations for Global Partnerships, reporting to the VP of Partnerships and sitting within the Sales Strategy & Analytics team. This is a strategic business partner and operator role that turns partner strategy into measurable pipeline, reliable operating cadence, and capacity decisions.
Key responsibilities include:
**Business Partnership & Strategy**: Act as strategic thought partner to VP of Partnerships on focus areas and investment decisions. Segment and tier partners, translate strategy into joint plans and measurable goals. Run weekly, monthly, and quarterly business reviews with clear decisions and owners. Prepare executive and board-ready updates on partner performance.
**Partner Pipeline, Forecast & Analytics**: Define stage progression, sourced vs. influenced attribution, and credit rules for partner pipeline. Run partner pipeline and forecast reviews, inspecting deals and surfacing risk early. Own partner funnel analytics (stage conversion, win rate, sourced vs. influenced split) for QBRs. Define requirements for partner dashboards and push for automation of weekly reporting.
**Planning, Targets & Capacity**: Drive partner annual and in-year planning with leadership and Finance. Set partner pipeline and revenue targets aligned with VP of Partnerships and sales leadership. Model partner team capacity and provide hiring recommendations tied to pipeline and revenue goals. Work with Incentive Strategy on partner contribution crediting and rewards.
**Partner Operations & Processes**: Define rules of engagement between partners and direct sellers, including account ownership and deal credit. Build and maintain co-sell and referral processes, deal registration, and CRM hygiene. Partner with Enablement on onboarding. Track ROI on partner events and programs.
**Cross-Functional & AI-Native Ops**: Partner with Finance, Legal, Marketing, Product, and Field Engineering. Use AI and agentic tooling in everyday work and help teams adopt the same.
This is a builder role in a fast-moving startup. Some tooling exists, but much of the operating system does not. The right candidate is comfortable defining process, doing analysis themselves, and driving adoption across partnerships, sales, finance, and engineering teams. Fireworks sells on consumption and hybrid commit + usage models, so usage-based revenue experience is a strong plus.
**Requirements:**
- 7+ years in partnerships operations, strategy and operations, alliances, sales operations, or consulting, including experience as business partner to partnerships or sales leader
- Experience building partner pipeline reporting, attribution, and forecasting with a track record of making numbers trusted
- Experience with co-sell, channel, alliance, or marketplace motions
- Experience running business reviews or forecast calls that produce decisions
- Strong analytical skills with comfort in SQL or BI tools
- Credibility with senior leaders and ability to influence without formal authority
- Comfortable with ambiguity and building structure in fast-moving startup
- Experience building teams and processes as business grows and scales
- BA/BS degree in quantitative field preferred
**Preferred:**
- Experience at AI/ML infrastructure, developer tools, or API-first company
- Experience with cloud marketplaces and hyperscaler co-sell programs
- Experience with usage-based or hybrid commit + usage revenue models
- Familiarity with Salesforce partner data and partner relationship management tools
- Hands-on experience building workflows with AI or agentic tools
