Head of GTM Strategy & Ops - Global Partnerships

Fireworks•San Mateo, CA

4d•$210,000 - $256,000

About The Position

The Head of GTM Strategy & Ops - Global Partnerships is the business and strategic thought partner to Fireworks’ VP of Partnerships and partnerships leadership team. The role turns partner strategy into measurable pipeline stages, a reliable operating cadence, and informed planning and capacity decisions. It sits within the Sales Strategy & Analytics team and works closely with partnerships leadership, partner managers, direct sellers, and Finance. The role makes partner-sourced and partner-influenced pipeline visible and trustworthy, runs partner forecast and pipeline reviews, and establishes the rules for collaboration between partners and direct sellers. It is a builder role in a fast-moving startup, requiring the person to define processes, perform analysis, and work across partnerships, sales, finance, and engineering to drive adoption. Experience with usage-based revenue is a strong plus.

Requirements

At least 7 years of experience in partnerships operations, strategy and operations, alliances, sales operations, or consulting.
Experience serving as a business partner to a partnerships or sales leader.
Experience building partner pipeline reporting, attribution, and forecasting, with a record of making the numbers trusted.
Experience with co-sell, channel, alliance, or marketplace motions.
Experience running business reviews or forecast calls that produce decisions.
Strong analytical skills and comfort with SQL or BI tools.
Credibility with senior leaders and ability to influence without formal authority.
Comfort with ambiguity and building structure in a fast-moving startup.
Experience building teams and processes as a business grows and scales.

Nice To Haves

BA/BS degree in a quantitative field.
Experience at an AI/ML infrastructure, developer tools, or API-first company.
Experience with cloud marketplaces and hyperscaler co-sell programs.
Experience with usage-based or hybrid commit-plus-usage revenue models.
Familiarity with Salesforce partner data and partner relationship management tools.
Hands-on experience building workflows with AI or agentic tools.

Responsibilities

Advise the VP of Partnerships on where to focus, invest, and stop across partner motions.
Help segment and tier partners, and translate partner strategy into joint plans, priorities, and measurable goals.
Run weekly, monthly, and quarterly Partnerships business reviews with clear decisions, owners, and deadlines.
Prepare executive- and board-ready updates on the partner flywheel with the VP of Partnerships.
Define partner pipeline stage progression, sourced-versus-influenced attribution, and credit rules with Sales, RevOps, and Finance.
Run partner pipeline and forecast reviews, inspect deals, pressure-test commits, and surface risks early.
Own partner funnel analytics, including stage conversion, win rate, and sourced-versus-influenced split, for QBRs.
Define requirements for partner dashboards, forecasting views, and alerts with GTM Analytics and GTM Engineering, and advocate for automated weekly reporting.
Drive partner annual and in-year planning with Partnerships leadership, Sales, and Finance.
Set partner pipeline and revenue targets with the VP of Partnerships and sales leadership.
Model partner team capacity and recommend hiring tied to pipeline and revenue goals.
Work with Incentive Strategy on how partner contributions are credited and rewarded.
Define rules of engagement between partners and direct sellers, including account ownership, deal credit, and conflict resolution.
Build and maintain co-sell and referral processes, deal registration, and CRM hygiene for partner data.
Partner with Enablement to onboard partner managers and sellers on partner motions and tools.
Track return on partner events and programs.
Partner with Finance, Legal, Marketing, Product, and Field Engineering so partner priorities are heard and consistently planned for.
Use AI and agentic tooling in everyday work and help partnerships and sales teams do the same.