Director, Sales Enablement

Fireworks AI•San Mateo, CA

2d•$246,000 - $270,000

About The Position

Fireworks AI is seeking a Director, Sales Enablement to build and lead their Go-To-Market Enablement function from the ground up. This role is crucial for transforming existing foundational elements into a high-velocity, dynamic enablement program for the sales team. The ideal candidate will be highly curious, passionate about AI and the company's products, and possess a strong desire to become an expert in the AI industry. This individual will collaborate closely with product and engineering teams to deeply understand the platform and industry. The core of the role involves creating baseline content, establishing a robust certification process, and providing ongoing, hands-on coaching to the sales team. The goal is to equip the smart and motivated sales team with a consistent pitch, effective certification, and readily available resources to drive success.

Requirements

8+ years of experience in sales enablement or sales training within a technical B2B company.
Proven experience building an enablement program from scratch, rather than inheriting and maintaining an existing one.
Direct experience coaching AEs one-on-one.
Strong writing skills, capable of authoring pitch decks, talk tracks, and training materials that are actively used by sales representatives.
Comfort working in fast-paced environments with evolving product roadmaps (quarterly changes).

Nice To Haves

Experience in AI/ML, infrastructure, developer tools, or a technical API-first company.
Experience designing and running a sales certification program with robust evaluation criteria.
Ability to enable AEs to be credible with technical buyers (ML engineers, platform leads) without requiring them to become pseudo-SEs.
Experience enabling both commercial and enterprise sales motions concurrently.

Responsibilities

Own and continuously improve the 4-week AE onboarding program, covering AI/ML fundamentals, product knowledge, sales processes, and pitch certification.
Maintain and expand the use-case pitch deck and talk track library, ensuring content remains current with product evolution and competitive landscape.
Design and execute quarterly pitch certification programs with clear rubrics, scoring, and feedback loops, including follow-through for representatives who do not pass.
Provide ongoing coaching to Account Executives (AEs) through call shadowing, debriefs, and small group workshops.
Act as a primary resource for AEs needing assistance with deal narratives and overcoming sales challenges.
Develop and implement programs to reinforce enablement, such as deal storytelling sessions, win/loss reviews, rep spotlights, and peer learning initiatives.
Maintain up-to-date seller briefs on new models and competitive intelligence to keep the sales team informed without requiring them to read extensive documentation.