At a glance
- Employment
- Full-time
- Location
- San Mateo · New York · Remote
About Fireworks AI
- 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.
About the role
- Reporting to the Head of Sales Strategy & Analytics, the GTM Planning Lead translates GTM strategy into capacity plans, territories, quotas, and incentive design.
- This role acts as a strategic advisor to GTM and Finance leadership, balancing competitiveness, simplicity, scalability, and financial discipline.
Responsibilities
- Design and drive the annual Go-To-Market planning process for the COO organization
- Leading GTM capacity planning and target-setting, translating growth targets into coverage, headcount, and productivity plans across Sales, Field Engineering and CS.
- Developing and evolving target-setting methodologies, ensuring targets are grounded in market opportunity, historical performance, and productivity expectations.
- Partnering with Finance and GTM leadership to model capacity needs, ramp assumptions, productivity, and hiring requirements for annual and long-range planning, including scenario models that show the tradeoffs between headcount, pipeline, compute supply, productivity, and revenue before decisions are made.
- Establishing planning frameworks and analytics to monitor capacity, quota attainment, and productivity and inform in-year adjustments.
- Design and manage process to forecast GPU demand; Ensure alignment with GPU management team
- Build and own a native end-to-end process and tooling for automation of business plan modeling.
- Partner with Data Engineering and GTM Engineering on source-of-truth data (CRM, billing/usage, roster/quotas) so calculations are reproducible and auditable.
Requirements
- 6+ years in GTM planning, quota setting, and/or productivity-related revenue operations work streams
- Significant experience in relevant fields and a comprehensive understanding of go-to-market design & sales planning
- Significant experience interacting with C-suite Executives and closely partnering with Leaders at the VP level and below
- Advanced analytical and financial modeling skills with a superb ability to drive high value insights
Preferred qualifications
- BA/BS degree in engineering, accounting, finance, economics or other quantitative fields preferred
- Experience at an AI/ML infrastructure, developer tools, or API-first company
- Familiarity with manager overrides, overlay roles (e.g. SAs / field engineers), marketplace/channel nuances, and self-serve → sales-assisted conversions
Workplace
- Remote
Skills
- Financial Modeling
- Capacity Planning
- Quota Setting
- Go-To-Market Planning
- Revenue Operations
- Forecasting
- Analytics
