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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 and workflows. Founded by the PyTorch team and backed by AMD, NVIDIA, Sequoia, and other tier-one investors, Fireworks powers production AI across text, image, embedding, audio, and multimodal workloads.
You'll join as a quota-carrying sales operator driving sourced pipeline and revenue through the Microsoft Azure channel. This is a field-facing role with real ownership: you'll map Microsoft's ISV and enterprise field organization, activate co-sell motions with Product Delivery Managers and Account Executives, and build repeatable sales plays that move customers to Fireworks through Azure Foundry. You own the forecast and the number.
Key responsibilities include sourcing and owning a pipeline target through Microsoft Azure, co-selling qualified opportunities with Microsoft teams, running weekly forecasting cadences with accurate CRM hygiene, and building a living map of Microsoft's field org to identify key stakeholders and co-sell budget holders. You'll develop working relationships with PDMs, field AEs, and ISV partner managers, serving as Fireworks' primary point of contact for joint business reviews and co-sell coordination.
You'll create sales plays tailored to ISV and enterprise motions, build enablement for Microsoft field sellers on Fireworks' inference platform, and design intake and escalation workflows. You'll own joint business planning with Microsoft counterparts—territory plans, account maps, co-sell targets, QBRs—and coordinate co-marketing moments that generate pipeline. You'll also surface field intelligence back to Fireworks' product and GTM teams.
Ideal candidates have 7+ years in GTM, partnerships, or field sales at technology companies with a track record of operating fast in changing environments. You understand how Microsoft's field org actually works: account teams, SSPs, GBBs, marketplace mechanics, co-sell programs, MACC spend, and partner incentives. You build systems and repeatable playbooks, not just run one-off plays. You're comfortable owning a number before conditions are perfect and stay accountable on pipeline sourcing, progression, and forecast accuracy.
You communicate clearly and concisely, translating complex AI platform capabilities into value stories non-technical field sellers can use with customers. While not an engineering role, this requires genuine curiosity about AI inference platforms. You need working fluency in model serving, inference optimization, and AI training infrastructure—enough to speak credibly with solutions architects and technical evaluators. You don't deflect technical questions; you understand what Fireworks does well enough to translate it for non-experts.
Nice-to-haves include experience within hyperscaler partner ecosystems (Microsoft, AWS, GCP), selling or partnering in AI/ML infrastructure or MLOps, working with ISVs at the platform layer, and a non-linear career path.
