Head of Sales Strategy & Analytics

Stack

Responsibilities

• ▹Own how the GTM organization is structured to win: segment coverage, territory design, rules of engagement across GTM and Product, and quota-setting philosophy
• ▹Translate annual targets into territory plans that give every rep a fair book and every segment the right level of coverage
• ▹Build and own the forecasting process across bookings, renewals, and consumption in partnership with Finance, Sales, and Data
• ▹Establish a forecasting methodology that accounts for how committed ARR and consumption expansion behave differently
• ▹Run the QBR, WBR, and planning forums that keep the GTM organization aligned, accountable, and moving
• ▹Act as a strategic advisor to GTM leaders, surfacing pipeline risk and growth opportunity early
• ▹Define and execute a consistent sales process across account planning, territory planning, and pipeline generation
• ▹Turn what works into playbooks, instrumented so performance is visible and coaching is targeted

Requirements

• ▹10+ years in Revenue Strategy, Sales Strategy, Sales Operations, or Revenue Operations at B2B companies
• ▹Has owned an end-to-end forecasting process, not just contributed to one
• ▹Has designed territory and quota models at scale
• ▹Has built and led a team with direct reports across strategy or analytics functions
• ▹Strong analytical foundation: can build a model from scratch, not just interpret one

Nice to have

• ▹Experience at a usage-based, consumption, or API-first company
• ▹Has run strategy and operations across both enterprise and PLG/product-led motions simultaneously
• ▹Comfortable presenting to CFO, board, and executive team with well-reasoned variance analysis
• ▹Has worked at an AI/ML infrastructure, developer tools, or high-growth technical B2B company

Soft skills

What we offer

• ▹Base pay range of $250,000-$270,000 (plus equity), determined by qualifications, experience, interview performance, market data, and work location
• ▹Meaningful equity in a fast-growing startup
• ▹Comprehensive benefits package

About the company

Fireworks AI is building the future of generative AI infrastructure. Its platform delivers the highest-quality models with the fastest and most scalable inference in the industry, independently benchmarked as the category leader. The Series C company, valued at $4 billion, is backed by investors including Benchmark, Sequoia, Lightspeed, Index, and Evantic, and was founded by veterans of Meta PyTorch and Google Vertex AI.