AI Native - Strategic, Account Executive

Fireworks; San Mateo (CA); On-site; USD 280,000 - 320,000; Full time

Benefits offered by this job

Competitive salary

Equity

Benefits package

Job summary

Fireworks is hiring an AI Native - Strategic Pursuits Account Executive to drive adoption of Fireworks within ambitious AI companies. You’ll engage with founders, ML leads, and product teams, guiding them through evaluation, onboarding, and scale-up.

You’ll work in lockstep with our Applied AI team on key accounts, architect the right technical approach, and run a clean commercial cycle with GTM partners. You’ll be the quarterback from initial POC through production at scale, owning the account

Qualifications

• 7+ years of experience servicing highly technical buyers (PM, strategic account executive, VC, or management consulting).
• Proven ability to manage multi-threaded engagements and momentum across stakeholders.
• Ability to discuss open-source vs proprietary models, and compliance considerations.
• Strong communication with engineers and executives across organizations.

Responsibilities

• Lead technical and product discovery with founders, ML engineers, and infra leads.
• Shape tailored solutions, POCs, and tuning approaches with Field Engineering, Applied AI, Product and Research teams.
• Translate customer feedback into actionable product insights with urgency.
• Coordinate onboarding, benchmarking, and integration efforts to get customers live quickly.
• Structure and negotiate complex commercial terms and manage deal cycles.
• Engage and qualify new prospects through executive and investor networks and partnerships.
• Own relationships from first engagement through production deployment and scale.

Skills

Strategic selling

Technical fluency

Executive relationships

Account management

Startup experience

Job description

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.

About the Role

We’re hiring an AI Native - Strategic Pursuits Account Executive to drive adoption of Fireworks within the most ambitious and strategic AI companies. This isn’t a traditional sales role: we’re looking for someone who can speak credibly to technical teams, identify high-impact use cases, and relentlessly pursue value creation for the customer. We are looking for highly motivated, networked, and technically adept individuals to serve as trusted advisors to our most important customers and prospects.

You’ll engage deeply with technical founders, ML leads, and product teams, helping them understand how Fireworks fits into their stack and guiding them through evaluation, onboarding, and scale-up. You’ll work in lockstep with our Applied AI team on key accounts, partner with product and ML specialists to architect the right technical approach, and run a clean commercial cycle with our GTM partners. You’ll be the quarterback of the account from initial POC through production at scale.

Responsibilities

Technical Partnership & Execution

• Lead technical and product discovery and conversations with founders, ML engineers, and infra leads.

• Work closely with Field Engineering, Applied AI, Product and Research teams to shape tailored solutions, POCs, and fine-tuning approaches.

• Translate customer feedback into actionable insights for Fireworks product and engineering with specificity and urgency.

• Help customers get live quickly by coordinating onboarding, benchmarking, and integration efforts.

Deal Management & Commercial Execution

• Lead structured discovery conversations to unpack customer pain points, constraints, and success criteria before proposing solutions.

• Manage multiple concurrent accounts with fast iteration cycles. Prioritize ruthlessly, keep scope tight, and maintain momentum.

• Structure and negotiate complex commercial terms.

• Actively identify, engage, and qualify new prospects through executive and investor networks, industry events, and partnerships.

• Run a disciplined operating cadence with your portfolio of customers: reviewing key trends, driving outcomes, and jointly planning the next phase of the partnership.

Executive Alignment and Ecosystem Presence

• Own the relationship with key Strategic AI Native accounts, from first engagement through production deployment. Earn trust with ML engineers and Founders in the same meeting.

• Nurture and shape strong executive relationships.

• Be a visible representative of Fireworks in the AI startup ecosystem.

You Might Be a Fit If You

• Have 7+ years of experience as a PM, strategic account executive, VC,, or previous management consulting experience focused on serving highly technical buyers and portfolio companies

• Demonstrated ability to run multi-threaded customer engagements: mapping stakeholders, managing commercial cycles, and maintaining deal and relationship momentum

• Technical fluency to lead discovery with ML engineers and infrastructure leads and ability to discuss open-source vs. proprietary models, model tuning, reserved capacity, and compliance requirements

• Thrve in fast-moving environments and love engaging with leading startup founders and builders

• Are proactive, persistent, and creative in breaking into accounts and building lasting relationships throughout the organization

• Have strong communication skills and can earn trust with both engineers and executives

• Want to be on the front lines of the AI movement and work closely with companies shaping the future

Why Fireworks

• Help define AI Native Strategic Pursuits go-to-market for one of the fastest-growing AI infrastructure companies in the world

• Work directly with the most innovative AI startups

• Join a lean, high-impact GTM team where your work drives outsized influence on company trajectory

• Build lasting relationships and help startups get real value from best-in-class infrastructure

• Collaborate with world class engineers and operators building at the bleeding edge of AI

• Competitive salary, equity in a fast-growing startup, comprehensive benefits package, and long-term upside

Base salary is determined by a range of factors including individual qualifications, experience, skills, interview performance, market data, and work location. The listed salary range is intended as a guideline and may be adjusted.

OTE Pay Range (Plus Equity)

$280,000-$320,000 USD; 50/50 split + Stock Options

Fireworks AI is an equal-opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all innovators.

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.