Head of GTM Strategy & Ops - Global Partnerships

ABOUT US: Fireworks is the platform for specialized intelligence, enabling companies to build, train, and serve AI models tailored to their own data, workflows, and products. Founded by the team behind PyTorch and backed by AMD, Atreides, Benchmark Capital, Index Ventures, Lightspeed, NVIDIA, Sequoia Capital, and TCV, Fireworks powers production AI with hundreds of state-of-the-art open models across text, image, embedding, audio, and multimodal workloads. Today, Fireworks is a Series D company valued at $17.5 billion, bringing together an ambitious, collaborative team that's building the future of enterprise AI. THE ROLE Partnerships are a core growth motion at Fireworks, from cloud co-sell and marketplace motions to system integrators and technology partners. The Head of GTM Strategy & Ops - Global Partnerships is the business partner and strategic thought partner to the VP of Partnerships and the partnerships leadership team. You turn partner strategy into measurable pipeline stages, a reliable weekly operating cadence, and planning and capacity decisions. You will sit inside the Sales Strategy & Analytics team and work every day with partnerships leadership, partner managers, direct sellers and Finance. You will make partner-sourced and partner-influenced pipeline visible and trustworthy, run the partner forecast and pipeline reviews, and set the rules that keep partners and direct sellers working together. This is a builder role in a fast-moving startup. Some tooling and reporting exist, much of the operating system around them does not, and priorities change quickly. The right candidate is comfortable defining the process, doing the analysis themselves, and working with partnerships, sales, finance and engineering teams to get it adopted. Fireworks sells on consumption and hybrid commit + usage models, so experience with usage-based revenue is a strong plus. 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. QUALIFICATIONS - 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 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 WHY FIREWORKS? - 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.