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Fireworks is a Series D AI infrastructure platform enabling companies to build, train, and serve specialized AI models tailored to their data and workflows. Backed by NVIDIA, Sequoia, Benchmark, and others, the company is valued at $17.5B and powers production AI across text, image, embedding, audio, and multimodal workloads.
You will lead Sales Strategy and Revenue Analytics, reporting to the VP of Revenue Operations. This role owns the strategic and analytical foundation for a rapidly scaling GTM organization, with particular focus on consumption-based and usage-driven business models.
Key responsibilities include:
**GTM Operating Model & Territory Design**: Define how the GTM organization is structured to win—segment coverage, territory design, rules of engagement, and quota-setting philosophy. Translate annual targets into fair territory plans and adjust as the business evolves.
**Revenue & GPU Forecasting**: Build and own the forecasting process for bookings, renewals, and consumption in partnership with Finance, Sales, and Data. Establish methodology that handles both committed ARR and consumption expansion, delivering forecasts leadership can trust with clear variance explanation.
**Business Partnership & Operating Cadence**: Run QBR, WBR, and planning forums that keep GTM aligned and accountable. Design cadence, own agendas, and ensure output is decisions and actions. Act as strategic advisor to GTM leaders, surfacing pipeline risk and growth opportunity early.
**Sales Process & Repeatable Motions**: Define consistent sales process across account planning, territory planning, and pipeline generation. Turn what works into playbooks and instrument performance visibility for targeted coaching.
You'll be a strategic partner across Sales, Finance, Data, and Product, measuring impact in decisions changed rather than decks delivered. The role requires someone who has operated in consumption or usage-based businesses and understands how that changes forecasting, territory design, and GTM metrics.
Minimum qualifications: 10+ years in Revenue Strategy, Sales Strategy, Sales Operations, or Revenue Operations at B2B companies; owned end-to-end forecasting; designed territory and quota models at scale; built and led teams with direct reports; strong analytical foundation to build models from scratch.
Preferred: experience at usage-based, consumption, or API-first companies; run strategy across enterprise and PLG motions simultaneously; comfortable presenting variance analysis to CFO and board; worked at AI/ML infrastructure, developer tools, or high-growth technical B2B companies.
