fireworks - Head of GTM Field Strategy & Ops, EMEA

London - Hybrid1w ago

In Office Director EMEA Developer Tools Head of Strategy VP of Sales Team Leadership Product Marketing Sales Strategy SQL Segment Financial Modeling Mentoring Resource Allocation Swift

Requirements

• 10+ years in sales strategy and operations, field operations, consulting, or sales leadership, including experience as a business partner to a regional or segment sales leader • Hands-on experience setting quotas, designing territories and leading planning for a field organization • Experience running forecast calls and pipeline reviews, and a record of improving forecast accuracy • Experience designing or scaling sales and field organizations • Credibility with senior sales leaders and the ability to influence without formal authority • Experience mentoring or developing others, and interest in building and leading a team over time • Strong analytical and financial modeling skills, with comfort in SQL or BI tools • Understanding of EMEA markets, and experience operating across multiple countries, currencies and regulations • Based in London or able to relocate • BA/BS degree in a quantitative field preferred • Experience at an AI/ML infrastructure, developer tools, or API-first company • Experience with usage-based or hybrid commit + usage revenue models • Experience building a region or function through hypergrowth • Familiarity with overlay roles (such as solutions architects and field engineers), partner and channel motions, and manager overrides • Hands-on experience building workflows with AI or agentic tools

Responsibilities

• BUSINESS PARTNERSHIP & STRATEGY • Act as strategic thought partner to the Head of Sales, EMEA, and the leadership team on where to focus, where to invest and what to stop. • Translate EMEA growth objectives into quarterly priorities, market focus, account coverage and resource allocation. • Lead the weekly, monthly and quarterly business reviews for EMEA, with clear decisions, owners and deadlines. • Adapt global sales process and rules of engagement to EMEA, in line with global standards. • FORECAST & PIPELINE CADENCE • Run the EMEA weekly forecast call and pipeline council: inspect deals, pressure-test commits and surface risk early. • Own forecast accuracy and pipeline coverage for the region, and explain misses. • Work with GTM Analytics and Revenue Operations to keep the data and tooling behind the cadence accurate and fast. • PLANNING, QUOTAS & CAPACITY • Drive EMEA annual and in-year planning with Sales leadership, Field Engineering leadership and Finance. • Set and recommend quotas in alignment with sales and Field Engineering leaders, using market opportunity, seller capacity, ramp and historical performance. • Model capacity and hiring needs, including the tradeoffs between headcount, pipeline and productivity. • TERRITORIES & COVERAGE • Design and carve territories and account assignments across EMEA, and run recarves as the region grows. • Own assignment, holdover and conflict-resolution policies with frontline managers. • Balance coverage across segments, countries and routes to market, including partners. • ORG DESIGN & INCENTIVES • Design the EMEA field organization: team structure, spans of control, role mix and pod models across sellers, Field Engineering and development. • Work with Incentive Strategy and Finance on EMEA compensation plans, including local considerations. • Partner with People, Legal and Finance on the operational steps of building a regional organization. • This role starts as an individual contributor and is expected to grow into a people manager as EMEA scales, including hiring and developing the first members of a regional team. • CROSS-FUNCTIONAL & AI-NATIVE OPS • Partner with Product, Marketing, Partnerships and Field Engineering so EMEA priorities are heard and consistently planned for. • Use AI and agentic tooling in everyday work, and help the field use it too.

Benefits

• Solve Hard Problems: Tackle challenges at the forefront of AI infrastructure, from low-latency inference to scalable model serving. • Build What’s Next: Work with bleeding-edge technology that impacts how businesses and developers harness AI globally. • Ownership & Impact: Join a fast-growing, passionate team where your work directly shapes the future of AI—no bureaucracy, just results. • Learn from the Best: Collaborate with world-class engineers and AI researchers who thrive on curiosity and innovation. • Fireworks AI is an equal-opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all innovators.