Head of GTM Strategy & Ops - Global Partnerships

San Mateo · 7+ years experience · Full-time · Hybrid · Posted Oct 19, 2026

At a glance

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 Head of GTM Strategy & Ops - Global Partnerships serves as the business partner and strategic thought partner to the VP of Partnerships and partnerships leadership team at Fireworks AI.
This role turns partner strategy into measurable pipeline stages, a reliable weekly operating cadence, and planning and capacity decisions while sitting inside the Sales Strategy & Analytics team.

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.
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.
Drive partner annual and in-year planning with Partnerships leadership, Sales and Finance.
Define rules of engagement between partners and direct sellers, including account ownership, deal credit and conflict resolution.

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
Credibility with senior leaders and the ability to influence without formal authority
Comfortable with ambiguity and building structure in a fast-moving startup
Experience building teams and processes as a business grows and scales

Experience at an AI/ML infrastructure, developer tools, or API-first company
Experience with cloud marketplaces and hyperscaler co-sell programs
Experience with usage-based or hybrid commit + usage revenue models
Familiarity with Salesforce partner data and partner relationship management tools
Hands-on experience building workflows with AI or agentic tools
BA/BS degree in a quantitative field preferred