GTM Planning 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

• Reporting to the Head of Sales Strategy & Analytics, the GTM Planning Lead is responsible for translating GTM strategy into capacity plans, territories, quotas, and incentive design that drives the right outcomes across direct and partner motions
• You will operate as a strategic advisor to GTM and Finance leadership, balancing competitiveness, simplicity, scalability, and financial discipline
• You will lead capacity planning (HC and GPU), overall target design (booking, consumption, pipegen), that enables Fireworks’ rapid expansion across the globe. Your work will directly influence revenue predictability, seller behavior, retention, and long-term growth
• Consumption, commit and usage economics are core to how we sell and how our business grows. The right candidate has intimate knowledge of business models that rely on a usage-based or hybrid commercial model — not only license ARR — and can design capacity plans that meet our strategic objectives
• Design and drive the annual Go-To-Market planning process for the COO organization
• Leading GTM capacity planning and target-setting, translating growth targets into coverage, headcount, and productivity plans across Sales, Field Engineering and CS
• Developing and evolving target-setting methodologies, ensuring targets are grounded in market opportunity, historical performance, and productivity expectations
• Partnering with Finance and GTM leadership to model capacity needs, ramp assumptions, productivity, and hiring requirements for annual and long-range planning, including scenario models that show the tradeoffs between headcount, pipeline, compute supply, productivity, and revenue before decisions are made
• Establishing planning frameworks and analytics to monitor capacity, quota attainment, and productivity and inform in-year adjustments
• Design and manage process to forecast GPU demand; Ensure alignment with GPU management team
• Build and own a native end-to-end process and tooling for automation of business plan modeling
• Partner with Data Engineering and GTM Engineering on source-of-truth data (CRM, billing/usage, roster/quotas) so calculations are reproducible and auditable

9+ years in GTM planning, quota setting, and/or productivity-related revenue operations work streams at a high-growth company, including ownership of a plan presented to a board or CFO significant experience interacting with C-suite Executives and closely partnering with Leaders at the VP level and belowSignificant experience in relevant fields and a comprehensive understanding of go-to-market design & sales planning, including territory design and incentive compensationAdvanced analytical and financial modeling skills with a superb ability to drive high value insightsSQL and BI fluency, and experience with a planning or forecasting platform (for example Anaplan, Clari or Xactly)Hands-on experience planning a consumption-based or hybrid commit-plus-usage businessBA/BS degree in engineering, accounting, finance, economics or other quantitative fields preferredExperience at an AI/ML infrastructure, developer tools, or API-first companyFamiliarity with manager overrides, overlay roles (e.g. SAs / field engineers), marketplace/channel nuances, and self-serve sales-assisted conversionsBackground in investment banking, finance or management consultingExperience scaling a GTM organization through hypergrowth