fireworks - Head of GTM Strategy & Ops - Global Partnerships

San Mateo - Hybrid1w ago

In Office Director WW Developer Tools Head of Partnerships Head of Strategy Reporting Team Leadership Product Marketing SQL Salesforce Segment Conflict Resolution Swift

Requirements

• 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 • BA/BS degree in a quantitative field preferred • 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

Responsibilities

• BUSINESS PARTNERSHIP & STRATEGY • 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. • PARTNER PIPELINE, FORECAST & ANALYTICS • 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. • PLANNING, TARGETS & CAPACITY • Drive partner annual and in-year planning with Partnerships leadership, Sales and Finance. • Set partner pipeline and revenue targets in alignment with the VP of Partnerships and sales leadership. • Model partner team capacity and give hiring recommendations that tie headcount to pipeline and revenue goals. • Work with Incentive Strategy on how partner contribution is credited and rewarded. • PARTNER OPERATIONS & PROCESSES • Define rules of engagement between partners and direct sellers, including account ownership, deal credit and conflict resolution. • Build and maintain co-sell and referral processes, deal registration and CRM hygiene for partner data. • Partner with Enablement to onboard partner managers and sellers on partner motions and tools. • Track return on partner events and programs. • CROSS-FUNCTIONAL & AI-NATIVE OPS • Partner with Finance, Legal, Marketing, Product and Field Engineering so partner priorities are heard and consistently planned for. • Use AI and agentic tooling in everyday work, and help partnerships and sales teams do the same.

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.