Note: The job is a remote job and is open to candidates in USA. Fireworks AI is building the future of generative AI infrastructure, delivering high-quality models with fast and scalable inference. The Head of Sales Strategy & Analytics will lead the Sales Strategy and Revenue Analytics functions, focusing on structuring the GTM organization, forecasting revenue, and establishing a consistent sales process.

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. Revisit and adjust as the business evolves
• Build and own the forecasting process across bookings, renewals, and consumption in partnership with Finance, Sales, and Data. Establish a methodology that works for a business where committed ARR and consumption expansion behave differently. Deliver forecasts leadership can trust, with clear variance explanation and recommended actions
• Run the QBR, WBR, and planning forums that keep the GTM organization aligned, accountable, and moving. Design the cadence, own the agenda, and make sure the output is decisions and actions, not status updates. Act as a strategic advisor to GTM leaders, surfacing pipeline risk and growth opportunity before it shows up in results
• Define and execute a consistent sales process across account planning, territory planning, and pipeline generation. Turn what works into a playbook. Instrument it so performance is visible, coaching is targeted, and the team gets better over time

Skills

• 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
• 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

Benefits

• Meaningful equity in a fast-growing startup
• Competitive salary
• Comprehensive benefits package

Company Overview