Manager, Business Development (BDR)

Fireworks AI•San Mateo, NY

About The Position

We’re hiring a leader to build out our BDR function from (almost) zero. It’s a hands-on role that demands a driven builder who is comfortable in real ambiguity: you’ll ship a v1 of the qualification model, outbound motion, and AE handoff, then rewrite it as signal comes in. You're a magnet for talent who loves building and developing a team: recruiting exceptional BDRs, ramping them fast, and making them better every week. The teams adopting AI are choosing their infrastructure right now, and the motion you create determines how far and how fast Fireworks scales. Our GTM culture is FIRE: F ace in the place (we sell to developers and ML engineers, and you and your team have to earn the room on inference, latency, and cost); I ndustrialize (build the Revenue Factory that powers our Token Factory — instrument everything, treat the pipeline engine as a product); R apid (AI infra deals move fast; the motion you build has to be faster); E ngineering Excellence (our buyers are developers, and we match that bar). You’ll report into our VP of Revenue Marketing and partner closely with Sales, Marketing, and Product.

Requirements

People management experience: you’ve hired, ramped, and coached reps directly
5+ years in GTM roles with 2+ years managing SDR/BDR teams
A track record of generating and scaling pipeline
Has built a function, playbook, or team from scratch
Deep curiosity about AI/ML, you want to be an expert in inference and infrastructure, not just sell it
Hands-on with AI yourself: you actively use tools like Claude Code, Codex, or Cursor to scale your own work, and you'll build a team that does the same
Outstanding verbal and written communication skills

Nice To Haves

Experience at an AI/ML, infrastructure, developer-tools, or API-first company, ideally through hypergrowth
Has scaled a BDR team through a Series B-to-C-and-beyond inflection
Hands-on fluency with CRM and sales engagement tooling (Salesforce, Outreach, Apollo) and AI-native prospecting tools

Responsibilities

Build the BDR function from a blank page: the team, the playbook, and the systems behind it
Define the profile, build the interview loop, hire, and ramp the team while the motion is still forming
Create an AI-native, instrumented prospecting motion across inbound and outbound, built and iterated like a product
Establish the connective tissue with Marketing and Sales Strategy to convert developer-led demand into enterprise pipeline