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Fireworks is hiring its first SDR Manager to build and lead the business development function from the ground up. The company is a Series D AI infrastructure platform (valued at $17.5B) backed by AMD, NVIDIA, Sequoia, and others, enabling enterprises and developers to build, train, and serve specialized AI models tailored to their data and workflows.
In this builder role, you will lead, coach, and scale a team of SDRs responsible for qualifying inbound developer and enterprise interest and prospecting into high-value target accounts. You'll own team performance across activity, conversion rates, meetings booked, pipeline generated, and quota attainment. Key responsibilities include:
- Hiring, onboarding, and growing the SDR team as Fireworks scales
- Coaching reps through 1:1s, call/email reviews, and hands-on skill development, creating a clear path from BDR to AE
- Building repeatable playbooks for inbound qualification and outbound prospecting (ICP, personas, messaging, handoff criteria)
- Partnering with Marketing to convert inbound and product-led signals into qualified opportunities
- Designing and deploying AI workflows and automations for account research, prioritization, personalization, and reporting
- Auditing and improving SDR processes (lead routing, follow-up speed, sequencing, handoffs) for efficiency at scale
- Building dashboards and reporting for real-time funnel visibility
- Using data to identify bottlenecks, run experiments, and drive action
- Aligning with Sales leadership and RevOps on target accounts, territories, lead routing, and pipeline goals
You'll be a hands-on, first-line leader who gets results through great coaching, is fluent in AI tooling and process design, lets data guide decisions, and brings a "can do" attitude to every problem.
REQUIREMENTS:
- 2–4 years of direct, first-line management experience leading SDR/BDR teams
- Proven track record of exceptional coaching and development, with reps promoted into AE or leadership roles and teams that consistently hit or exceed targets
- Strong AI tooling and process skills, with hands-on experience building AI workflows that measurably improved sales productivity (e.g., Clay, AI agents, LLM-based prompts and automations)
- Data-driven "can do" mindset: dig into numbers, spot what's broken, and fix it yourself
- Experience managing team performance through metrics, funnel analytics, and pipeline forecasting
- Prior experience as an individual contributor in sales development or a closing role
- Excellent communication and organizational skills, comfort engaging technical buyers
PREFERRED:
- Experience building a sales development function from scratch at a high-growth startup
- Background in AI, developer tools, cloud infrastructure, or technical SaaS
- Experience with both high-volume inbound and targeted outbound motions
- Fluency with modern GTM stack (Salesforce, Outreach, Apollo, LinkedIn Sales Navigator, Gong)
- Passion for developing early-career sales talent and active interest in AI/ML space
