Senior Sales Manager, AI Native

Fireworks • San Francisco, CA

15h

About The Position

Fireworks is seeking a Senior Sales Manager to build, coach, and scale a team of AI Native Account Executives selling to GenAI-native companies. The role owns new business and expansion across a portfolio of GenAI startups and develops repeatable sales playbooks that turn early technical traction into production-scale revenue. It is a hands-on leadership position that combines strategy-setting with direct deal involvement and emphasizes technical credibility, rigorous discovery, usage growth, forecast accuracy, and the development of future go-to-market leaders.

The manager will partner with GTM engineering, product, applied AI, Sales Development, Marketing, and RevOps to accelerate adoption, shape tailored solutions, and improve sales execution. The role also represents Fireworks in the GenAI ecosystem and contributes customer and segment feedback to product and engineering. The listed location is San Mateo, California, or San Francisco, California.

Requirements

• At least 5 years of experience in sales or business development selling to technical buyers, with experience managing or formally coaching quota-carrying account executives.
• Proven ability to win and grow accounts in a technical, infrastructure, AI, or developer-oriented market, especially with consumption- or usage-based models.
• Strong coaching skills in technical discovery, multi-threading, proof-of-concept and evaluation management, negotiation, and executive communication.
• Comfort working in an early-stage or high-growth environment where sales playbooks are still being built.
• Ability to understand and explain technical topics such as open-source inference, API performance, model tuning, or GPU architecture, and communicate credibly with founders or ML leads.
• Strong analytical orientation and ability to use pipeline and consumption metrics to diagnose performance and improve team execution.
• Excellent written and verbal communication skills.
• High standards for talent, process, and operational rigor.
• Ability to partner cross-functionally with Product, Engineering, Applied ML, Marketing, RevOps, and Recruiting.
• Genuine enthusiasm for working with startup founders and builders in the GenAI movement.

Nice To Haves

• Experience selling to engineering leaders, product leaders, founders, or AI/ML teams.
• Experience supporting AI-native, developer-tooling, data-infrastructure, cloud, or open-source go-to-market motions.
• Prior experience building a sales team or segment from an early stage.
• A background in a technical or product role before moving into sales leadership.
• Familiarity with Salesforce, Gong, Lemlist, LinkedIn Sales Navigator, Clay, or similar revenue platforms.

Responsibilities

• Lead, coach, and develop a team of AI Native Account Executives selling to GenAI-native startups.
• Own team performance against new-logo, consumption-growth, pipeline, and forecast-accuracy goals.
• Build and refine the AI Native sales motion from initial technical conversations through evaluation, benchmarking, proof of concept, and production scale.
• Coach account executives on technical conversations with founders, ML engineers, and infrastructure leads, and help them earn the trust of technical and business stakeholders.
• Partner with GTM engineering, product, and applied AI to unblock adoption, shape tailored solutions, and accelerate time to value in team accounts.
• Partner with Sales Development, Marketing, and RevOps on target accounts, territories, qualification standards, inbound routing, and funnel conversion.
• Establish operating rhythms, including pipeline reviews, deal reviews, call reviews, coaching sessions, and weekly forecast inspections.
• Use usage and account-health data to identify expansion opportunities, diagnose churn or stalled adoption, and prioritize high-impact accounts.
• Translate segment patterns into actionable product and roadmap feedback.
• Hire, onboard, and ramp new account executives as the team scales.
• Represent Fireworks in the GenAI ecosystem through demo days, meetups, and online communities, and build the team's presence there.
• Create a culture of accountability, curiosity, technical depth, and continuous improvement.

Benefits

• The opportunity to work on challenges in AI infrastructure, including low-latency inference and scalable model serving.
• Work with advanced technology that impacts how businesses and developers harness AI globally.
• Ownership and direct impact at a fast-growing company.
• Collaboration with engineers and AI researchers.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed