GTM Strategy Manager

Fireworks • San Mateo, CA

14h

About The Position

Fireworks is hiring a GTM Strategy Manager to translate go-to-market strategy into headcount capacity plans, quotas, and pipeline-generation targets across direct and partner motions. Reporting to the GTM Planning Lead, this hands-on role owns planning models and partners 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 Operations, and GTM leadership to align headcount, top-level targets, and compute supply.

The position builds on existing capacity and target models and extends them as Fireworks scales. It requires intimate knowledge of usage-based or hybrid commit-plus-usage business models, rather than license ARR alone. The work influences revenue predictability, seller behavior, retention, and long-term growth.

The manager drives annual GTM planning for the COO organization under the GTM Planning Lead; develops capacity, hiring, ramp, productivity, and target-setting plans; and maintains frameworks to monitor capacity, quota attainment, and productivity. The role also owns segment- and team-level pipeline-generation targets, connects planning assumptions to GPU demand forecasting, and builds automated business-plan modeling processes and tooling. It partners with Data Engineering and GTM Engineering to establish reproducible, auditable source-of-truth data across CRM, billing and usage, rosters, and quotas.

Requirements

• At least 6 years in GTM planning, quota setting, and/or productivity-related revenue operations workstreams.
• Strong understanding of go-to-market design and sales planning, including how capacity, quota, and pipeline targets fit together.
• Significant experience presenting analysis to senior leaders and closely partnering with Director- and VP-level leaders.
• Advanced analytical and financial modeling skills, with the ability to produce 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 BI fluency.
• Experience with a planning or forecasting platform, such as Anaplan, Clari, or Xactly.

Nice To Haves

• BA/BS degree in engineering, accounting, finance, economics, or another quantitative field is preferred.
• 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 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 grounded in market opportunity, historical performance, and productivity expectations.
• Partner with Finance, Field Operations, and GTM leadership to build and maintain capacity, ramp, productivity, and hiring models for annual and long-range planning.
• Build 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 them.
• Partner with the GPU management team so headcount, pipeline, and consumption assumptions feed the GPU demand forecast.
• Build and own native end-to-end processes and tooling to automate business-plan modeling.
• Partner with Data Engineering and GTM Engineering on source-of-truth data for CRM, billing and usage, rosters, and quotas so calculations are reproducible and auditable.

Benefits

• Opportunity to tackle challenges in AI infrastructure, including low-latency inference and scalable model serving.
• Opportunity to work with emerging technology affecting how businesses and developers use AI globally.
• Ownership and direct impact on a fast-growing team.
• Collaboration with engineers and AI researchers.

What This Job Offers

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