Global Partnerships GTM Strategy Lead

LeanScale, Inc.; San Mateo (CA); On-site; USD 180,000 - 280,000; Full time

Job summary

Fireworks AI in San Mateo, CA seeks a Head of GTM Strategy & Ops – Global Partnerships to shape partner strategy, drive forecast accuracy, and enable cross-functional collaboration across partnerships, sales, finance, and engineering.

You will turn partner strategy into measurable pipeline stages, run weekly operating cadences, and define rules that align partner and direct-seller activities. Experience with usage-based revenue is a strong plus.

Qualifications

• 7+ years in partnerships operations, strategy and operations, alliances, sales operations or consulting.
• Experience building partner pipeline reporting, attribution and forecasting, and a track record of making 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.

Responsibilities

• 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.
• 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.
• 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.
• 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.
• 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.

Skills

Partnerships operations

Strategy & analytics

Forecasting & BI

Executive partner to leadership

Ambiguity management

Education

BA/BS in quantitative field

Tools

SQL

BI tools

Salesforce

Job description

Fireworks AI in San Mateo, CA seeks a Head of GTM Strategy & Ops – Global Partnerships to shape partner strategy, drive forecast accuracy, and enable cross-functional collaboration across partnerships, sales, finance, and engineering.

You will turn partner strategy into measurable pipeline stages, run weekly operating cadences, and define rules that align partner and direct-seller activities. Experience with usage-based revenue is a strong plus.