Fireworks AI

Head of GTM Strategy & Ops - Global Partnerships

Hybrid

Part remote, part office, you need to live within commuting distance of a named location.

Hybrid · San Mateo

Employer listed it 7 days ago · Added 6 days ago

First listed 7 days ago and still open.

Salary

$210k to $256k per year

Location

Hybrid · San Mateo

Timezone

Not stated

Contract

Full-time

Experience

Lead

What the advert says

Quoted word for word from the employer's advert. Where it says nothing, we say so.

Working hours: Not mentioned in the advert
Where you can work from: Fireworks sells on consumption and hybrid commit + usage models, so experience with usage-based revenue is a strong plus.
Contract: Not mentioned in the advert
Experience asked for: Not mentioned in the advert
Pay: Not mentioned in the advert

Remote flexibility

Hybrid

This role is only partly remote, the employer expects time in the office around San Mateo, Hybrid, so you need to live within commuting distance.

What the employer says

Source listing states candidate location: "San Mateo, Hybrid"
Listing mentions "Hybrid"

What Nomaders makes of it

Not suitable if you plan to move between countries

The quotes above are the employer's own words; the reading is ours. Always check the original listing and employment terms before working from another country.

Before you apply

Questions worth asking: Nomaders interpretation

This role involves office time, but the advert does not say how often. Ask how many days a week are expected on site.
The advert does not say whether this is employment or a contractor arrangement. Ask, as it affects tax and benefits.

Produced automatically from this advert's text; not reviewed by a person. The employer's own page is the final word.

About the role

About Us:

Fireworks is the platform for specialized intelligence, enabling companies to build, train, and serve AI models tailored to their own data, workflows, and products. Founded by the team behind PyTorch and backed by AMD, Atreides, Benchmark Capital, Index Ventures, Lightspeed, NVIDIA, Sequoia Capital, and TCV, Fireworks powers production AI with hundreds of state-of-the-art open models across text, image, embedding, audio, and multimodal workloads. Today, Fireworks is a Series D company valued at $17.5 billion, bringing together an ambitious, collaborative team that's building the future of enterprise AI.

The Role

Partnerships are a core growth motion at Fireworks, from cloud co-sell and marketplace motions to system integrators and technology partners. The Head of GTM Strategy & Ops - Global Partnerships is the business partner and strategic thought partner to the VP of Partnerships and the partnerships leadership team. You turn partner strategy into measurable pipeline stages, a reliable weekly operating cadence, and planning and capacity decisions.

You will sit inside the Sales Strategy & Analytics team and work every day with partnerships leadership, partner managers, direct sellers and Finance. You will make partner-sourced and partner-influenced pipeline visible and trustworthy, run the partner forecast and pipeline reviews, and set the rules that keep partners and direct sellers working together.

This is a builder role in a fast-moving startup. Some tooling and reporting exist, much of the operating system around them does not, and priorities change quickly. The right candidate is comfortable defining the process, doing the analysis themselves, and working with partnerships, sales, finance and engineering teams to get it adopted. Fireworks sells on consumption and hybrid commit + usage models, so experience with usage-based revenue is a strong plus.

Responsibilities

Business Partnership & Strategy

Act as strategic thought partner to the VP of Partnerships on where to focus, where to invest and what to stop across partner motions.

Help segment and tier partners, and translate partner strategy into joint plans, priorities and measurable goals.

Run the weekly, monthly and quarterly business reviews for Partnerships, with clear decisions, owners and deadlines.

Prepare executive and board-ready updates on the partner flywheel with the VP of Partnerships.

Partner Pipeline, Forecast & Analytics

Define stage progression, sourced versus influenced attribution and credit rules for partner pipeline with Sales, RevOps and Finance.

Run the partner pipeline and forecast review: inspect deals, pressure-test commits and surface risk early.

Own the partner funnel analytics (stage conversion, win rate, sourced versus influenced split), ready for QBRs.

Define requirements for partner dashboards, forecasting views and alerts with GTM Analytics and GTM Engineering, and push for automation of weekly reporting.

Planning, Targets & Capacity

Drive partner annual and in-year planning with Partnerships leadership, Sales and Finance.

Set partner pipeline and revenue targets in alignment with the VP of Partnerships and sales leadership.

Model partner team capacity and give hiring recommendations that tie headcount to pipeline and revenue goals.

Work with Incentive Strategy on how partner contribution is credited and rewarded.

Partner Operations & Processes

Define rules of engagement between partners and direct sellers, including account ownership, deal credit and conflict resolution.

Requirements

·7+ years in partnerships operations, strategy and operations, alliances, sales operations or consulting, including experience as a business partner to a partnerships or sales leader
·Experience building partner pipeline reporting, attribution and forecasting, and a record of making the numbers trusted
·Experience with co-sell, channel, alliance or marketplace motions
·Experience running business reviews or forecast calls that produce decisions
·Strong analytical skills, with comfort in SQL or BI tools

Benefits

No benefits package published with this listing. Ask about it at first interview.

How to apply

1Check the flexibility label above, hybrid, matches where you plan to live and work.
2Tailor your CV to the role at Fireworks AI, mentioning your remote working experience.
3Apply directly on the employer's careers page using the button below. Nomaders never handles your application.

Found 7d ago. Last checked today. Always confirm the details on the original posting, salary and location can change after publication.

Listing sourced from Company boards.

$210k to $256k per year · You'll be taken to the employer's careers page.