Sales Manager, Fireworks AI

• 5+ years of experience in sales or business development selling to technical buyers, with experience managing or formally coaching quota-carrying AEs
• Proven ability to win and grow accounts in a technical, infrastructure, AI, or developer-oriented market - especially consumption or usage-based models
• Strong coaching skills, especially around technical discovery, multi-threading, POC and evaluation management, negotiation, and executive communication
• Comfort operating in an early-stage or high-growth environment where playbooks are still being built
• Ability to understand and explain technical topics like open-source inference, API performance, model tuning, or GPU architecture - and to hold your own with a founder or ML lead
• 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 on the front lines of the GenAI movement

Desirable

• We're looking for an AI Native Sales Manager to build, coach, and scale the team selling into the most ambitious GenAI-native companies in the world
• This person will lead a team of AI Native Account Executives, own new business and expansion across a portfolio of GenAI startups, and build the repeatable playbooks that turn early technical traction into production-scale revenue
• Lead, coach, and develop a team of AI Native Account Executives selling into 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 first technical conversation through evaluation, benchmarking, POC, and production scale
• Coach AEs to lead credible technical conversations with founders, ML engineers, and infra leads, and to earn trust with both engineers and founders
• Partner with GTM engineering, product, and applied AI to unblock adoption, shape tailored solutions, and accelerate time to value in your team's accounts
• Partner with Sales Development, Marketing, and RevOps on target accounts, territories, qualification standards, inbound routing, and funnel conversion
• Establish clear operating rhythms, including pipeline reviews, deal reviews, call reviews, coaching sessions, and weekly forecast inspection
• Use usage and account health data to identify expansion opportunities, diagnose churn or stalled adoption, and prioritize the highest-impact accounts
• Translate patterns across the segment into actionable product and roadmap feedback
• Hire, onboard, and ramp new AEs as the team scales
• Represent Fireworks in the GenAI ecosystem - demo days, meetups, and online communities - and build the team's presence there
• Create a culture of accountability, curiosity, technical depth, and continuous improvement
• ---What Success Looks Like---
• The team consistently lands and grows GenAI-native accounts aligned to Fireworks' priority segments
• AEs are technically credible, run rigorous evaluations and POCs, and shorten time from first conversation to production workload
• Consumption in existing accounts grows predictably, with expansion identified from usage data rather than guesswork
• Forecasts are accurate, pipeline is well-inspected, and the operating rhythm is clear to everyone on the team
• New AEs ramp quickly and understand both the technical context and commercial value of Fireworks
• Feedback from the segment reliably reaches product and engineering and shapes what we build