Head of GTM Strategy and Planning

Fireworks•San Mateo, CA

13h

About The Position

The GTM Planning Lead translates go-to-market strategy into capacity plans, territories, quotas, and incentive designs across direct and partner motions. Reporting to the Head of Sales Strategy & Analytics, this person advises GTM and Finance leadership, balancing competitiveness, simplicity, scalability, and financial discipline. The role leads capacity planning for headcount and GPU demand, target design for bookings, consumption, and pipeline generation, territory planning, and incentive design to support global expansion and improve revenue predictability, seller behavior, retention, and long-term growth. This is not a purely administrative position or a blank-slate build. The successful candidate will extend an existing in-house commissions stack as the company scales. Consumption-based and hybrid commit-plus-usage economics are central to the business model. The role publishes the annual plan with GTM leadership and Finance, delivers territories and quotas on schedule, and conducts regular attainment diagnostics. The position owns the annual GTM planning process for the COO organization; translates growth targets into coverage, headcount, and productivity plans; and models capacity, ramp assumptions, hiring needs, and scenarios involving headcount, pipeline, compute supply, productivity, and revenue. It also owns market sizing, segmentation, account tiering, territory and account assignment, route-to-market and partner coverage planning, and co-design of compensation plans. The role runs the planning cadence, including pipeline-coverage inspection, QBR inputs, and in-year reforecasting; diagnoses performance gaps; and builds an automated, auditable business-planning process in partnership with Data Engineering and GTM Engineering. Fireworks describes itself as a platform for specialized intelligence, enabling companies to build, train, and serve AI models tailored to their data, workflows, and products. The company says it is a Series D company valued at $17.5 billion and is committed to creating an inclusive environment as an equal-opportunity employer.

Requirements

At least 9 years of experience in GTM planning, quota setting, and/or productivity-related revenue operations at a high-growth company.
Ownership of a plan presented to a board or CFO.
Significant experience and comprehensive understanding of go-to-market design and sales planning, including territory design and incentive compensation.
Significant experience interacting with C-suite executives and partnering closely with leaders at VP level and below.
Advanced analytical and financial modeling skills, with the ability to produce high-value insights.
Hands-on experience planning a consumption-based or hybrid commit-plus-usage business.
SQL and BI fluency.
Experience with a planning or forecasting platform, such as Anaplan, Clari, or Xactly.
BA/BS degree in engineering, accounting, finance, economics, or another quantitative field is listed as preferred.

Nice To Haves

Experience at an AI/ML infrastructure, developer tools, or API-first company.
Familiarity with manager overrides, overlay roles such as solutions architects or field engineers, marketplace/channel nuances, and self-serve to sales-assisted conversions.
Experience scaling a GTM organization through hypergrowth.
Background in investment banking, finance, or management consulting.
BA/BS degree in engineering, accounting, finance, economics, or another quantitative field.

Responsibilities

Design and drive the annual Go-To-Market planning process for the COO organization.
Lead GTM capacity planning and target-setting, translating growth targets into coverage, headcount, and productivity plans across Sales, Field Engineering, and Customer Success.
Develop and evolve target-setting methodologies grounded in market opportunity, historical performance, and productivity expectations.
Partner with Finance and GTM leadership to model capacity needs, ramp assumptions, productivity, and hiring requirements for annual and long-range planning.
Develop scenario models showing tradeoffs among headcount, pipeline, compute supply, productivity, and revenue.
Establish frameworks and analytics to monitor capacity, quota attainment, and productivity and inform in-year adjustments.
Design and manage the process for forecasting GPU demand and align it with the GPU management team.
Own market sizing, segmentation, account tiering, territory design, 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 compensation plans with Sales leadership, Finance, and the compensation design team.
Run the planning cadence, including pipeline-coverage inspection, QBR inputs, in-year reforecasting, and plan changes.
Diagnose attainment and productivity gaps across ramp, coverage, pipeline, and consumption, and recommend actions.
Build and own a native end-to-end process and tooling to automate business-plan modeling.
Partner with Data Engineering and GTM Engineering on source-of-truth data for CRM, billing/usage, and roster/quotas so calculations are reproducible and auditable.
Publish the annual plan with GTM leadership and Finance, deliver territories and quotas on schedule, and run regular attainment diagnostics.