Director, Sales Enablement

About Us: 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. The Role We're building Go To Market Enablement from (almost) zero. The skeleton exists — a 4-week onboarding program, a pitch deck library, a pitch certification process — but nobody owns it. This hire will transform that ball of clay into a high velocity, dynamic enablement foundation for our team. The number one trait this hire brings to our company is curiosity. It’s essential to truly understand and love our products and our industry. This person wants to be an expert in AI and will get to spend a lot of time with our product and engineering teams understanding our platform and industry. We are searching for someone who builds the baseline content, makes certification real, and then stays on the floor with the team — watching calls, giving feedback, running workshops, and genuinely caring whether individual reps get better. Our current sales team is smart and motivated. We want to equip them with a consistent pitch, real certification, a go-to resource when they need it. What You'll Build AE Onboarding Program — Own and continuously improve the 4-week ramp (AI/ML fundamentals → product → sales process → pitch certification). Assess what works, cut what doesn't, and make it something new hires actually reference after week four. Pitch Deck and Talk Track Library — Maintain and expand the use-case pitch library (code completion, code fixing, conversational AI, search, voice, agentic). Keep them current as the product and competitive landscape evolves. Certification Program — Design and run quarterly pitch certification with real stakes: rubric, scoring, feedback loops. Not a quiz. An actual rep-by-rep assessment with follow-through for reps who don't pass. Ongoing Rep Coaching — Sit in on calls, debrief with AEs, run small group workshops. Be the person reps come to when a deal is stuck and they need help sharpening their narrative. Programs That Make Enablement Stick — Deal storytelling sessions, win/loss reviews, rep spotlights, peer learning. Things the team actually looks forward to. Model and Competitive Enablement Cadence — Keep seller briefs current as we add new models and as competitors move. The team needs to stay sharp without reading documentation. Minimum Qualifications 8+ years in sales enablement or sales training at a technical B2B company Has built an enablement program from scratch — not inherited and maintained, but built Has directly coached AEs one-on-one, not just designed content for them Strong writer — can author pitch decks, talk tracks, and training materials that reps actually use Comfortable in fast-moving environments where the product roadmap changes quarterly Preferred Qualifications Experience in AI/ML, infrastructure, developer tools, or a technical API-first company Has designed and run a sales certification program with real evaluation criteria Knows how to enable AEs to be credible with technical buyers (ML engineers, platform leads) without turning them into pseudo-SEs Experience enabling both commercial and enterprise motion simultaneously 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 sa