Lead, Pricing & Monetization Strategy

Fireworks; San Mateo (CA); On-site; USD 180,000 - 300,000; Full time

Job summary

Fireworks is redefining AI enterprise pricing, building scalable monetization across platform and services. We seek a Pricing Strategy Director to lead architectural pricing, value-based packaging, and cross-functional alignment with Product, GTM, and Engineering teams.

You will build financial models, monitor market dynamics, and partner with Sales and Finance to drive pricing decisions that maximize revenue and customer value at scale.

Qualifications

• 10+ years in professional roles with ≥4 years in pricing, strategy & operations in B2B software or consulting.
• Analytical; experience turning data into clear recommendations.
• Strategic thinker with commercial instincts and pricing-to-outcome track record.
• Experience with sales and GTM strategy, enabling field teams.
• Ability to influence senior stakeholders cross-functionally.
• Excellent written and verbal communication.

Responsibilities

• Develop and evolve pricing and packaging architecture with Product.
• Monitor competitors, costs, and demand; build playbooks.
• Build revenue, margin, adoption, and elasticity models.
• Collaborate with Systems, Finance, Operations to implement monetization.
• Partner with Sales, Solutions, Marketing on enablement and deal guardrails.
• Advise executives and teams as pricing SME; feed market feedback.

Skills

Pricing strategy

Financial modeling

Cross-functional collaboration

B2B software

Strategic thinking

GTM enablement

Executive communication

SQL skills

Excel/Spreadsheet

Pricing governance

Tools

CPQ systems

CRM systems

Billing systems

SQL

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.

The Role:

We operate at the bleeding edge of the inference market, building entirely new service categories and creating new business models at the forefront of the AI revolution. To bring these to life we need equally innovative monetization strategies that can scale with us as we grow.

We are looking for a Pricing Strategy Director to lead pricing strategy and implementation. You will serve as an internal subject matter expert responsible for the evolution of our pricing models and pricing architecture, aligning price to value, and reducing complexity for our teams and customers. You will work closely with our engineering, product, and GTM teams to accomplish these goals.

What You'll Work On

• Develop and evolve our overall pricing and packaging architecture in partnership with Product, aligning price to the value customers get and simplifying how we sell and how customers buy.

• Monitor competitor moves, model and hardware cost trends, and shifts in demand across the inference market, and build playbooks so we can respond quickly and consistently.

• Build financial and scenario models (revenue, margin, adoption, and elasticity impact) that give leadership a clear basis for pricing and packaging decisions.

• Work with Systems, Finance, and Operations teams to implement monetization strategies across billing, quoting, contracts, and internal tooling.

• Partner with Sales, Solutions, Marketing, and other GTM teams on ongoing enablement, including pricing guidance, deal frameworks, discounting guardrails, and training, so the field can sell our pricing with confidence.

• Serve as the internal subject matter expert on pricing, advising executives and cross-functional teams and creating a feedback loop from the market and the field back into our strategy.

What we’re looking for:

Minimum Qualifications

• 10+ years of professional experience with at least 4 years in pricing, strategy & operations at a B2B software company, or strategy consulting

• Highly analytical, with a deep experience building financial and scenario models and turning complex data into clear recommendations

• Strategic thinker with strong commercial instincts and a history of linking pricing decisions to business outcomes

• Experience with sales and go-to-market strategy, including partnering with field teams on enablement and deal support

• Ability to work cross-functionally with Product, Engineering, Finance, Systems, and GTM teams and to influence senior stakeholders

• Excellent written and verbal communication

Preferred Qualifications

• Hands-on experience designing usage-based, consumption, or hybrid pricing models for cloud, infrastructure, or developer platforms

• Familiarity with AI/ML, inference, or cloud infrastructure economics, including compute costs, gross margin, and capacity considerations

• Experience implementing pricing in billing, CPQ, and CRM systems, and partnering with Finance and Revenue Operations

• Background in a high-growth startup or scale-up environment where pricing and packaging evolve quickly

• Strong SQL and spreadsheet skills; comfortable working directly with usage and revenue data

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.