Senior Sales Manager (AI Native)

Fireworks AI; United States; On-site; USD 180,000 - 240,000; Full time

Job summary

Fireworks AI is seeking a Senior Sales Manager, AI Native, to build and scale a team that sells into GenAI-native startups and ambitious AI-first companies in the United States. You will lead AI Native Account Executives, own new business and expansion, and create repeatable playbooks that convert early traction into production-scale revenue.

You will coach AEs to handle credible technical conversations with founders and ML leaders, partner with GTM engineering, product, and applied AI, and

Qualifications

• 5+ years of experience in sales or business development selling to technical buyers
• Proven ability to win and grow accounts in a technical, infrastructure, AI, or developer-oriented market
• Genuine enthusiasm for working with startup founders and builders on the front lines of the GenAI movement
• Experience selling into engineering leaders, product leaders, founders, or AI/ML teams

Responsibilities

• Lead, coach, and develop a team of AI Native Account Executives selling into GenAI-native startups
• Own team performance against new logo, consumption growth, pipeline, and forecast accuracy goals
• Build and refine the AI Native sales motion - from first technical conversation through evaluation, benchmarking, POC, and production scale
• Coach AEs to lead credible technical conversations with founders, ML engineers, and infra leads, and to earn trust with both engineers and founders

Skills

Team Leadership

GenAI Sales

New Business

Forecasting

Coaching AEs

Strategic Selling

Cross-functional

Tools

Salesforce

Gong

Lemlist

LinkedIn Navigator

Clay

Job description

• We’re looking for an Senior Sales Manager, AI Native to build, coach, and scale the team selling into the most ambitious GenAI-native companies in the world
• This person will lead a team of AI Native Account Executives, own new business and expansion across a portfolio of GenAI startups, and build the repeatable playbooks that turn early technical traction into production-scale revenue
• Lead, coach, and develop a team of AI Native Account Executives selling into GenAI-native startups
• Own team performance against new logo, consumption growth, pipeline, and forecast accuracy goals
• Build and refine the AI Native sales motion - from first technical conversation through evaluation, benchmarking, POC, and production scale
• Coach AEs to lead credible technical conversations with founders, ML engineers, and infra leads, and to earn trust with both engineers and founders
• Partner with GTM engineering, product, and applied AI to unblock adoption, shape tailored solutions, and accelerate time to value in your team’s accounts
• Partner with Sales Development, Marketing, and RevOps on target accounts, territories, qualification standards, inbound routing, and funnel conversion
• Establish clear operating rhythms, including pipeline reviews, deal reviews, call reviews, coaching sessions, and weekly forecast inspection
• Use usage and account health data to identify expansion opportunities, diagnose churn or stalled adoption, and prioritize the highest-impact accounts
• Translate patterns across the segment into actionable product and roadmap feedback
• Hire, onboard, and ramp new AEs as the team scales
• Represent Fireworks in the GenAI ecosystem - demo days, meetups, and online communities - and build the team’s presence there
• Create a culture of accountability, curiosity, technical depth, and continuous improvement

Excellent written and verbal communication skillsAbility to understand and explain technical topics like open-source inference, API performance, model tuning, or GPU architecture - and to hold your own with a founder or ML leadHigh standards for talent, process, and operational rigorStrong coaching skills, especially around technical discovery, multi-threading, POC and evaluation management, negotiation, and executive communicationComfort operating in an early-stage or high-growth environment where playbooks are still being builtStrong analytical orientation and ability to use pipeline and consumption metrics to diagnose performance and improve team executionThis is a hands‑on leadership role for someone who can both set strategy and get in the dealAbility to partner cross‑functionally with Product, Engineering, Applied ML, Marketing, RevOps, and Recruiting5+ years of experience in sales or business development selling to technical buyers, with experience managing or formally coaching quota‑carrying AEsProven ability to win and grow accounts in a technical, infrastructure, AI, or developer‑oriented market - especially consumption or usage‑based modelsGenuine enthusiasm for working with startup founders and builders on the front lines of the GenAI movementExperience selling into engineering leaders, product leaders, founders, or AI/ML teamsPrior experience building a sales team or segment from an early stageExperience supporting AI-native, developer‑tooling, data infrastructure, cloud, or open‑source GTM motionsBackground in a technical or product role before moving into sales leadershipFamiliarity with tools such as Salesforce, Gong, Lemlist, LinkedIn Sales Navigator, Clay, or similar revenue platforms