Head of GTM Strategy and Planning

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 Reporting to the Head of Sales Strategy & Analytics, the GTM Planning Lead is responsible for translating GTM strategy into capacity plans, territories, quotas, and incentive design that drives the right outcomes across direct and partner motions. You will operate as a strategic advisor to GTM and Finance leadership, balancing competitiveness, simplicity, scalability, and financial discipline. You will lead capacity planning (HC and GPU), overall target design (booking, consumption, pipegen), territories, and incentive design to enable Fireworks’ rapid expansion across the globe. Your work will directly influence revenue predictability, seller behavior, retention, and long-term growth. This is not a pure admin seat and not a blank-slate build. You inherit a working in-house commissions stack and extend it as Fireworks scales. Consumption and hybrid commit + usage economics are core to how we sell and how our business grows. The right candidate has intimate knowledge of business models that rely on a usage-based or hybrid commercial model — not only license ARR — and can design capacity plans that meet our strategic objectives. You will publish the annual plan in conjunction with GTM leadership and Finance, deliver territories and quotas on schedule, and run attainment diagnostics on a regular cadence. Responsibilities GTM Planning, Capacity & Quotas Design and drive the annual Go-To-Market planning process for the COO organization Leading GTM capacity planning and target-setting, translating growth targets into coverage, headcount, and productivity plans across Sales, Field Engineering and CS. Developing and evolving target-setting methodologies, ensuring targets are grounded in market opportunity, historical performance, and productivity expectations. Partnering with Finance and GTM leadership to model capacity needs, ramp assumptions, productivity, and hiring requirements for annual and long-range planning, including scenario models that show the tradeoffs between headcount, pipeline, compute supply, productivity, and revenue before decisions are made. Establishing planning frameworks and analytics to monitor capacity, quota attainment, and productivity and inform in-year adjustments. Design and manage process to forecast GPU demand; Ensure alignment with GPU management team Strategy, Territories & Incentive Compensation Own market sizing, segmentation, and account tiering, and design territories and account assignment annually and in-year. Partner with Sales, Finance and Partnerships leadership on route-to-market and channel/partner coverage strategy. Co-design the compensation plan with Sales leadership, Finance and the compensation design team Operating Rhythm & Forecasting Run the planning cadence: pipeline-coverage inspection, QBR inputs, and in-year re-forecasting and plan changes. Diagnose attainment and productivity gaps across ramp, coverage, pipeline and consumption, and recommend actions. Systems, Forecasting & Automation Build and own a native end-to-end process and tooling for automation of business plan modeling. Partner with Data Engineering and GTM Engineering on source-of-truth data (CRM, billing/usage, roster/quotas) so calculations are reproducible and auditable. Qualifications 9+ years in GTM planning, quota setting, and/or productivity-related revenue operations work streams at a high-growth company, including ownership of a plan presented to a board or CFO Significant experience in relevant fields and a comprehensive understanding of go-to-market design & sales planning, including territory design and incentive compensation Significant experience interacting with C-suite Executives and closely partnering with Leaders at the VP level and below Advanced analytical and financial modeling skills with a superb ability to drive high value insights Hands-on experience planning a consumption-based or hybrid commit-plus-usage business SQL and BI fluency, and experience with a planning or forecasting platform (for example Anaplan, Clari or Xactly) BA/BS degree in engineering, accounting, finance, economics or other quantitative fields preferred Preferred Experience at an AI/ML infrastructure, developer tools, or API-first company Familiarity with manager overrides, overlay roles (e.g. SAs / field engineers), marketplace/channel nuances, and self-serve → sales-assisted conversions Experience scaling a GTM organization through hypergrowth Background in investment banking, finance or management consulting 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.