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Fireworks is a Series D AI infrastructure platform (valued at $17.5B) backed by NVIDIA, Sequoia, Benchmark, and others. The company enables enterprises to build, train, and serve AI models tailored to their data and workflows, with hundreds of state-of-the-art open models across text, image, embedding, audio, and multimodal workloads.
Reporting to the VP of Revenue Operations, you will own sales compensation end-to-end for a rapidly scaling GTM organization of 300+ commissionable sellers across pre-sales and post-sales roles. This is a hands-on, strategic role—not pure administration and not a blank-slate build. You inherit a working in-house commissions stack (plan docs, calculators, data pipelines, reporting, payout workflows) and extend it while partnering tightly with FP&A, HR/People Ops, Sales leadership, and Data Engineering.
Key responsibilities include: designing and iterating consumption-aware and hybrid commit+usage compensation plans that align seller incentives with company goals (new logos, expansion, healthy revenue mix); owning quarterly commission close including eligibility, calculations, exceptions, audits, and payout packages; running dispute resolution with judgment to protect plan integrity while maintaining credibility with field leaders and reps; inheriting and extending in-house commissions tooling and data pipelines rather than defaulting to vendor replacement; driving end-to-end automation of plan modeling, forecasting, attainment reporting, and payout production; partnering with Data Engineering on source-of-truth data (CRM, billing/usage, roster/quotas) for reproducible, auditable calculations; serving as commissions point of contact for Sales VPs, FLMs, FP&A, HR, and Data Eng; producing executive-ready views of commission cost, plan health, and incentive risk; and building agentic workflows into commissions operations using AI tools (Cursor, Claude Code, or equivalent) for rule interpretation, edge-case triage, rep-facing explanations, regression checks, and automated reporting.
You must have 7+ years in sales commissions, incentive compensation, or sales ops with deep commissions ownership at a senior individual contributor level. Required: hands-on end-to-end commission experience (plan design + payout ops, not just one side); proven design and administration of consumption-based or hybrid commit+usage commercial models; strong systems-building skills including SQL against CRM/billing data and comfort extending in-house calculators and pipelines; proven cross-functional operator skills with Sales, FP&A, HR, and technical partners; active building with AI/agentic tools with specific automation shipped; and excellent written communication for both rep-facing and audit-ready explanations.
Preferred: experience at AI/ML infrastructure, developer tools, or API-first companies; scaling commissions through high-growth headcount ramps (hundreds of sellers); familiarity with manager overrides, overlay roles (SAs/field engineers), marketplace/channel credit, and self-serve to sales-assisted conversion credit; and prior ownership of commission expense forecasting and accruals partnership with FP&A.
