GTM Strategy Manager

Fireworks • San Mateo, CA

4d • $182,600 - $203,500

About The Position

Reporting to the GTM Planning Lead, the Central Planning Manager translates go-to-market strategy into headcount capacity plans, quotas, and pipeline-generation targets across direct and partner motions. This hands-on role owns and extends existing planning models as Fireworks scales, partnering with GTM and Finance leadership to balance competitiveness, simplicity, scalability, and financial discipline.

The role leads headcount capacity planning and target design for bookings, consumption, and pipeline generation, coordinating with Finance, Field Ops, GTM leadership, and the GPU management team. It also builds and owns an automated, end-to-end business-plan modeling process and works with Data Engineering and GTM Engineering to ensure planning data and calculations are reproducible and auditable. Experience with consumption-based or hybrid commit-plus-usage business models is central to the role.

Requirements

• At least 6 years of experience in GTM planning, quota setting, and/or productivity-related revenue operations workstreams.
• Strong understanding of go-to-market design and sales planning, including the relationship between capacity, quota, and pipeline targets.
• Significant experience presenting analysis to senior leaders and partnering closely with Director- and VP-level leaders.
• Advanced analytical and financial modeling skills, with the ability to derive high-value insights.
• Hands-on experience building headcount, ramp, and quota capacity models for a consumption-based or hybrid commit-plus-usage business.
• SQL and business intelligence fluency.
• Experience with a planning or forecasting platform, such as Anaplan, Clari, or Xactly.
• A BA/BS degree in engineering, accounting, finance, economics, or another quantitative field is 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 and channel nuances, and self-serve-to-sales-assisted conversions.
• Experience planning through a period of hypergrowth.
• Background in investment banking, finance, or management consulting.

Responsibilities

• Drive the annual go-to-market planning process for the COO organization under the GTM Planning Lead.
• Own GTM capacity planning and target-setting, translating growth targets into coverage, headcount, and productivity plans across Sales, Field Engineering, and Customer Success.
• Apply and refine target-setting methodologies, grounding targets in market opportunity, historical performance, and productivity expectations.
• Partner with Finance, Field Ops, and GTM leadership to build and maintain capacity, ramp, productivity, and hiring models for annual and long-range planning.
• Develop scenario models showing tradeoffs among headcount, pipeline, compute supply, productivity, and revenue, and present scenarios to the GTM Planning Lead.
• Maintain planning frameworks and analytics to monitor capacity, quota attainment, and productivity and inform in-year adjustments.
• Own pipeline-generation targets by segment and team, and track pipeline coverage against those targets.
• Partner with the GPU management team so headcount, pipeline, and consumption assumptions feed the GPU demand forecast.
• 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 and usage, roster, and quotas so calculations are reproducible and auditable.

Benefits

• Opportunity to work on challenges in AI infrastructure, including low-latency inference and scalable model serving.
• Opportunity to work with emerging technology used by businesses and developers globally.
• Work in a fast-growing team where the role can directly shape the company’s direction.
• Opportunity to collaborate with engineers and AI researchers.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level