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Fireworks AI is a Series D AI inference infrastructure platform ($17.5B valuation) backed by NVIDIA, Sequoia, Benchmark, and others. The company enables enterprises to build, train, and serve specialized AI models tailored to their data and workflows.
Reporting to the VP of Revenue Operations, the Sales Commission Lead owns sales compensation end-to-end for a rapidly scaling GTM organization (300+ commissionable sellers across pre-sales and post-sales roles). This is a hands-on senior individual contributor role that extends an existing in-house commissions stack rather than building from scratch.
Key responsibilities include:
**Plan Strategy & Design**: Own compensation plan strategy across AE, manager, and overlay roles. Design and iterate consumption-aware and hybrid commit + usage plans that align seller incentives with company goals (new logos, expansion, healthy revenue mix). Partner with Sales leadership, FP&A, and HR on plan changes, policy decisions, and field communication.
**Payout Operations & Trust**: Own quarterly commission close including eligibility, calculations, exceptions, audits, and payout packages. Run dispute resolution with judgment to protect plan integrity while maintaining credibility with field leadership and reps. Maintain definitional clarity on commissionable production, credit assignment, and overlay interactions.
**Systems, Forecasting & Automation**: Inherit and extend in-house commissions tooling and data pipelines. Drive end-to-end automation of plan modeling, commission forecasting, attainment reporting, and payout production. Partner with Data Engineering on source-of-truth data (CRM, billing/usage, roster/quotas) for reproducible, auditable calculations.
**Cross-Functional Partnership**: Serve as commissions point of contact for Sales VPs/FLMs, FP&A, HR, and Data Engineering. Produce executive-ready views of commission cost, plan health, and incentive risk with recommendations.
**AI-Native Operations**: Build agentic workflows into commissions operations using tools like Cursor or Claude Code. Implement rule interpretation, edge-case triage, rep-facing explanations, regression checks, and automated reporting. Raise the bar for operational maturity with machine-readable plan logic and versioned assumptions.
The ideal candidate has 7+ years in sales commissions, incentive compensation, or sales ops with deep end-to-end ownership (both plan design and payout operations). Must have hands-on experience designing and administering plans in consumption-based or hybrid commit + usage commercial models. Strong systems builder skills required: SQL or equivalent against CRM/billing data, comfortable extending in-house calculators and pipelines. AI-native mindset essential—hands-on with agentic tools and shipping automation rather than managing spreadsheets.
About Fireworks AI
AI / Data / Infrastructure — inference and fine-tuning platform for generative AI applications.
