Sales Strategy Lead

<div class="content-intro"><h2><strong>About Us:</strong></h2> <p data-start="107" data-end="729">At Fireworks, we’re building the future of generative AI infrastructure. Our platform delivers the highest-quality models with the fastest and most scalable inference in the industry. We’ve been independently benchmarked as the leader in LLM inference speed and are driving cutting-edge innovation through projects like our own function calling and multimodal models. Fireworks is a Series C company valued at $4 billion and backed by top investors including Benchmark, Sequoia, Lightspeed, Index, and Evantic. We’re an ambitious, collaborative team of builders, founded by veterans of Meta PyTorch and Google Vertex AI.</p></div><h2>The Role</h2> <p>Reporting to the Director of Revenue Strategy &amp; Analytics, the Sales Strategy Lead is the primary business partner to the Sales VPs. This role owns the strategy work for our scaling GTM machine: translating analytical output into GTM recommendations, owning segment-level business reviews, and the daily grind of driving our sales execution forward in partnership with Sales leadership.</p> <p>This is an embedded, high-trust role. The Sales VPs should be coming to this person first — for deal strategy, territory questions, pipeline reads, and planning inputs. The right candidate has both the analytical horsepower to own a segmentation model and the credibility to challenge a VP of Sales on their pipeline. This role starts as a senior IC and grows into a team lead as we scale.</p> <p>The right candidate is actively building with AI tools, with a specific point of view on how that changes the way a sales strategy function operates.</p> <h2>Responsibilities</h2> <p><strong>GTM Strategy &amp; Sales VP Partnership</strong></p> <ul> <li>Serve as the primary strategic partner to Sales VPs on segment strategy, territory design, ICP prioritization, sales plays, and growth initiatives.</li> <li>Own QBR preparation and delivery for your segments: synthesize pipeline data, field signal, and competitive dynamics into clear recommendations.</li> <li>Lead territory carving, account tiering, and sales play development in partnership with Sales leadership and RevOps.</li> </ul> <p><strong>Planning &amp; Investment Analysis</strong></p> <ul> <li>Partner with peers and cross-functionally on annual and quarterly planning: pressure test our GTM investment thesis with deep inspection and quantitative viewpoints about segment-level targets, territory models, and capacity inputs.</li> <li>Maintain an ongoing read on segment performance — win rates, deal velocity, pipeline health — and bring proactive recommendations when the trend lines shift.</li> </ul> <p><strong>Operating Cadence</strong></p> <ul> <li>Own the weekly operating rhythm for your segments: forecast inputs, pipeline reviews, and leadership staff meeting prep.</li> <li>Prepare executive materials that go from raw data to clear recommendation — not decks that describe the problem.</li> </ul> <p><strong>AI-Native Operations</strong></p> <ul> <li>Build AI-native workflows into how this role operates: account research, pipeline review prep, competitive briefs, and executive content generation.</li> </ul> <h2>Qualifications</h2> <ul> <li>7+ years spanning at least two of: revenue/sales operations, quota-carrying sales or customer ownership, and GTM strategy or management consulting</li> <li>Has been embedded with a quota-carrying sales team — not adjacent to it</li> <li>Strong analytical skills; can go from raw data to executive recommendation without a data team supporting every request</li> <li>SQL proficiency: independently queries Salesforce-derived data</li> <li>Has owned at least one major GTM motion end-to-end: territory redesign, quota modeling, QBR architecture, or sales play development</li> <li>Actively using AI tools in current workflow</li> </ul> <p><strong>Preferred</strong></p> <ul> <li>Experience at an AI/ML infrastructure or developer tools company</li> <li>Background in management consulting or strategic finance before a GTM role</li> <li>Familiarity with GPU economics or consumption-based pricing models</li> <li>Has supported a sales org through a significant scaling event</li> </ul> <p>&nbsp;</p><div class="content-pay-transparency"><div class="pay-input"><div class="description"><p>Total compensation for this role also includes meaningful equity in a fast-growing startup, along with a competitive salary and comprehensive benefits package. Base salary is determined by a range of factors including individual qualifications, experience, skills, interview performance, market data, and work location. The listed salary range is intended as a guideline and may be adjusted.</p></div><div class="title">Base Pay Range (Plus Equity)</div><div class="pay-range"><span>$182,000</span><span class="divider">&mdash;</span><span>$243,000 USD</span></div></div></div><div class="content-conclusion"><h2><strong>Why Fireworks AI?</strong></h2> <ul> <li>Solve Hard Problems: Tackle challenges at the forefront of AI infrastructure, from low-latency inference to scalable model serving.</li> <li>Build What’s Next: Work with bleeding-edge technology that impacts how businesses and developers harness AI globally.</li> <li>Ownership &amp; Impact: Join a fast-growing, passionate team where your work directly shapes the future of AI—no bureaucracy, just results.</li> <li>Learn from the Best: Collaborate with world-class engineers and AI researchers who thrive on curiosity and innovation.</li> </ul> <p><em>Fireworks AI is an equal-opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all innovators.</em></p></div>