Sales Strategy Lead

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 Reporting to the Director of Revenue Strategy & 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. 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. 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. Responsibilities GTM Strategy & Sales VP Partnership Serve as the primary strategic partner to Sales VPs on segment strategy, territory design, ICP prioritization, sales plays, and growth initiatives. Own QBR preparation and delivery for your segments: synthesize pipeline data, field signal, and competitive dynamics into clear recommendations. Lead territory carving, account tiering, and sales play development in partnership with Sales leadership and RevOps. Planning & Investment Analysis 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. Maintain an ongoing read on segment performance — win rates, deal velocity, pipeline health — and bring proactive recommendations when the trend lines shift. Operating Cadence Own the weekly operating rhythm for your segments: forecast inputs, pipeline reviews, and leadership staff meeting prep. Prepare executive materials that go from raw data to clear recommendation — not decks that describe the problem. AI-Native Operations Build AI-native workflows into how this role operates: account research, pipeline review prep, competitive briefs, and executive content generation. Qualifications 7+ years spanning at least two of: revenue/sales operations, quota-carrying sales or customer ownership, and GTM strategy or management consulting Has been embedded with a quota-carrying sales team — not adjacent to it Strong analytical skills; can go from raw data to executive recommendation without a data team supporting every request SQL proficiency: independently queries Salesforce-derived data Has owned at least one major GTM motion end-to-end: territory redesign, quota modeling, QBR architecture, or sales play development Actively using AI tools in current workflow Preferred Experience at an AI/ML infrastructure or developer tools company Background in management consulting or strategic finance before a GTM role Familiarity with GPU economics or consumption-based pricing models Has supported a sales org through a significant scaling event 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, experienc