GTM Strategy Manager

Fireworks AI is a Series D AI infrastructure platform backed by NVIDIA, Sequoia Capital, and other leading investors. Founded by the team behind PyTorch, Fireworks enables organizations to build, train, and serve custom AI models tailored to their specific data and workflows. The company powers production AI workloads across text, image, audio, and multimodal domains for hundreds of enterprises globally.

Fireworks operates in a rapidly expanding AI infrastructure market where hiring and scaling velocity directly impact competitive advantage. The company is building teams and systems to support accelerating demand for specialized, efficient AI model deployment. As a Series D company valued at 17.5 billion dollars, Fireworks is navigating the complex intersection of product growth, consumption-based economics, and resource constraints that define modern AI infrastructure companies.

This role manages Go-To-Market planning and revenue operations for Fireworks' sales and customer success organization. You'll report to the GTM Planning Lead and own the strategic models and processes that translate growth targets into concrete headcount plans, sales quotas, and pipeline targets. You'll be a trusted advisor to leadership on tradeoffs between hiring, capacity, consumption forecasts, and revenue outcomes. This is a hands-on position where you'll inherit existing planning frameworks and extend them as the company scales.

What you'll do

• Lead the annual GTM planning process, translating organizational growth targets into coverage models, headcount requirements, and productivity plans across Sales, Field Engineering, and Customer Success
• Design and maintain capacity planning and quota-setting frameworks that align with market opportunity, historical performance, and team productivity expectations
• Build scenario models that illustrate the financial and operational tradeoffs between headcount investment, pipeline generation, compute supply, and revenue, then present these to GTM leadership
• Own pipeline generation targets by customer segment and team, tracking pipeline coverage against forecasts
• Partner with Finance, Field Operations, and the GPU management team to ensure headcount, pipeline, and consumption assumptions align across planning cycles
• Develop and automate end-to-end business planning processes and tooling, working with Data Engineering to establish source-of-truth data from CRM systems, billing platforms, and quota management tools
• Monitor capacity, quota attainment, and productivity trends, identifying in-year adjustments needed to stay on track

What you'll bring

• Six or more years of experience in GTM planning, quota setting, revenue operations, or related functions
• Deep expertise in consumption-based or hybrid commit-plus-usage business models, not just traditional license ARR approaches
• Demonstrated ability to design and build headcount, ramp, and quota capacity models from the ground up
• Strong SQL and BI platform fluency, plus hands-on experience with planning or forecasting tools such as Anaplan, Clari, or Xactly
• Advanced financial modeling skills and the ability to extract high-impact insights from complex data
• Proven track record presenting analytical work to senior leaders, including Directors and VPs
• Solid understanding of how capacity, quota, and pipeline targets interconnect within a go-to-market organization
• Degree in engineering, accounting, finance, economics, or another quantitative discipline

Nice to have

• Background in AI or ML infrastructure, developer tools, or API-first businesses
• Experience planning through periods of hypergrowth
• Prior work in investment banking, finance, or management consulting
• Familiarity with sales overlay roles, manager overrides, channel dynamics, and self-serve to sales-assisted conversion models

What they offer

• Opportunity to solve complex problems at the frontier of AI infrastructure and enterprise scaling
• Direct impact on how businesses globally adopt and deploy advanced AI technology
• Collaborative environment with world-class engineers and AI researchers
• Fast-paced setting where ownership and results drive outcomes over process and bureaucracy