Head of GTM Strategy & Partner Operations

Fireworks AI; San Mateo (CA); On-site; USD 230,000 - 350,000; Full time

Job summary

Fireworks AI, a leading AI infrastructure platform, seeks a Head of GTM Strategy & Ops - Global Partnerships to partner with the VP of Partnerships and shape the growth engine. You will create measurable pipeline, forecast accuracy, and capacity plans while defining processes across partnerships, sales, finance and engineering.

You will sit in the Sales Strategy & Analytics team, make partner-sourced and influenced pipeline visible, and drive quarterly business reviews.

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 with 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 ops

Forecasting

Sales analytics

Stakeholder influence

SQL/BI

Education

BA/BS in quantitative field

Tools

Salesforce

CRM tools

Job description

Fireworks AI, a leading AI infrastructure platform, seeks a Head of GTM Strategy & Ops - Global Partnerships to partner with the VP of Partnerships and shape the growth engine. You will create measurable pipeline, forecast accuracy, and capacity plans while defining processes across partnerships, sales, finance and engineering.

You will sit in the Sales Strategy & Analytics team, make partner-sourced and influenced pipeline visible, and drive quarterly business reviews.