Director, Revenue Strategy & Analytics

About the role

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. Our GTM organization is scaling fast and needs a strategic and analytical foundation to match. In this role you will lead our Sales Strategy and Revenue Analytics pillars, reporting to the VP of Revenue Operations. This role requires someone who has operated in a consumption or usage-based business and understands how that changes forecasting, territory design, and what good GTM metrics actually look like. You'll own the foundation the GTM org runs on: operating model, territory and coverage design, revenue and GPU forecasting, QBR/WBR operating cadence, and the repeatable sales motions that turn annual strategy into quarterly execution. You'll be a strategic partner to sales leadership and a connector across Sales, Finance, Data, and Product. You'll set the operating model, defend it with data, and change it when the business changes. We want someone who measures their impact in decisions changed, not decks delivered.

Responsibilities

• GTM Operating Model and Territory/ROE Design
• Revenue and GPU Forecasting
• Business Partnership and Operating Cadence
• Sales Process into Repeatable Motions
• Define and execute a consistent sales process across account planning, territory planning, and pipeline generation. Turn what works into a playbook. Instrument it so performance is visible, coaching is targeted, and the team gets better over time.

Requirements

• 10+ years in Revenue Strategy, Sales Strategy, Sales Operations, or Revenue Operations at B2B companies
• Has owned an end-to-end forecasting process, not just contributed to one
• Has designed territory and quota models at scale
• Has built and led a team with direct reports across strategy or analytics functions
• Strong analytical foundation: can build a model from scratch, not just interpret one
• Experience at a usage-based, consumption, or API-first company
• Has run strategy and operations across both enterprise and PLG/product-led motions simultaneously
• Comfortable presenting to CFO, board, and executive team with well-reasoned variance analysis
• Has worked at an AI/ML infrastructure, developer tools, or high-growth technical B2B company
• Base Pay Range (Plus Equity)
• $250,000 - $270,000 USD
• Why Fireworks AI?
• 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.

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