Global GTM Capacity & Quota Design Lead

Fireworks AI; United States; On-site; USD 180,000 - 230,000; Full time

Job summary

Fireworks AI seeks a GTM Planning Lead to translate strategy into capacity plans, territories, quotas and incentives across direct and partner motions.

You will partner with Finance and GTM leadership to model capacity, ramp assumptions, productivity and hiring for annual and long-range planning, shaping revenue predictability and long-term growth in a fast-moving AI infrastructure company.

Qualifications

• 9+ years in GTM planning, quota setting or revenue operations at high-growth companies.
• Experience presenting to board/CFO and partnering with VP+ leaders.
• Strong GTM design knowledge including territory design and incentives.
• Advanced analytical and financial modeling skills.
• Fluent SQL/BI capabilities and planningForecasting platform experience.
• Experience with consumption-based or hybrid models is highly preferred.
• Background in AI/ML infrastructure, developer tools, or API-first firms.

Responsibilities

• Translate GTM strategy into capacity plans, territories, quotas, and incentive design.
• Serve as strategic advisor to GTM and Finance leadership on scalability and discipline.
• Lead capacity planning across Sales, Field Engineering and CS for growth.
• Model capacity needs and ramp assumptions with scenario analyses.
• Establish analytics to monitor quota attainment and productivity.
• Design and manage end-to-end process for automated business plan modeling.

Skills

GTM planning

Quota setting

Revenue operations

Financial modelling

SQL

BI analytics

Anaplan/Clari/Xactly

Education

BA/BS in quantitative field

Tools

Anaplan

Clari

Xactly

Job description

Fireworks AI seeks a GTM Planning Lead to translate strategy into capacity plans, territories, quotas and incentives across direct and partner motions.

You will partner with Finance and GTM leadership to model capacity, ramp assumptions, productivity and hiring for annual and long-range planning, shaping revenue predictability and long-term growth in a fast-moving AI infrastructure company.