Partner Sales Manager, Fireworks AI
Office located in San Mateo, CA
Generative AI platform enabling rapid scaling for developers and businesses
Open for applications
Generative AI platform enabling rapid scaling for developers and businesses
101-200 employees
Open for applications
Office located in San Mateo, CA
101-200 employees
Company mission
To help every organization unleash the full power of artificial intelligence.
Role
Who you are
- 5+ years in partner sales, channel sales, solutions engineering, or GTM roles at a high-growth AI/ML, cloud, or infrastructure company
- Proven track record of sourcing and driving net-new pipeline through partner ecosystems - including setting meetings, qualifying opportunities, and accelerating deals to close
- Experience executing co-sell programs with hyperscalers (AWS ISV Accelerate, GCP Marketplace, Microsoft Pegasus), SIs, or ISVs
- Strong understanding of cloud infrastructure, AI/ML stacks, and modern deployment patterns (e.g., VPC, SaaS integrations) to support technical solutioning during sales cycles
- Excellent sales acumen with the ability to communicate value propositions to both technical and business audiences
- Skilled at joint account planning, opportunity mapping, and partner field alignment to maximize pipeline generation
- Self-starter comfortable operating in a fast-paced, high-growth environment with shifting priorities
What the job involves
- Fireworks AI is seeking a Partner Sales Manager to accelerate revenue through strategic partner ecosystems. This role is designed for a sales-oriented GTM operator who thrives at the intersection of partnerships, sales execution, and solution strategy
- You’ll drive new business meetings, deal velocity, sales-qualified leads (SQLs), and strategic agreements through co-sell motions with cloud providers (e.g., AWS, Microsoft, GCP), Global & Regional System Integrators, and Independent Software Vendors
- This is a high-impact role blending partner GTM execution, sales acceleration, and solution positioning. You will act as the frontline GTM engine, turning partner strategies into pipeline, revenue, and market momentum
- Partner with hyperscaler field teams (e.g., AWS Partner Sales Managers, Solution Architects) and Fireworks sales to source, qualify, and set high-quality new business meetings across enterprise and digital native segments
- Build and maintain a targeted co-sell engagement pipeline with partners, tracking progression from leads to opportunities to closed revenue
- Proactively identify whitespace accounts and run coordinated partner campaigns to create net-new pipeline
- Lead joint opportunity qualification, solution positioning, and deal orchestration with partner and Fireworks sales teams to convert leads to SQLs quickly
- Support technical discovery and solution design to remove friction from partner-led opportunities and shorten sales cycles
- Serve as a strategic connector between partner field teams, Fireworks AEs, and prospects to keep deals moving efficiently
- Track and report KPIs including new business meetings booked, SQLs generated, deal velocity metrics, and influenced pipeline
- Contribute to the structuring and execution of strategic co-sell and GTM agreements with hyperscalers, SIs, and ISVs, ensuring commercial motions are aligned for joint revenue acceleration
- Run structured co-sell programs with cloud and GSI partners that drive measurable pipeline, including account mapping, and co-selling into target accounts
- Collaborate with Marketing and Partnerships to create tailored outreach campaigns, sales enablement assets, and solution briefs for priority verticals and use cases
- Actively track partner engagement through co-sell platforms to ensure opportunities are registered, advanced, and attributed correctly
Our take
Whilst the development of generative AI is thought to be the reserve of large companies like Open AI, smaller startups such as Firework AI are making this technology easier to access and develop for smaller companies wanting to handle specific business needs using AI. As an open-source model API, it has one of the largest user bases - with over 12,000 users leveraging Fireworks AI’s software.
Though lacking the brand name recognition of generative AI developers like Google and Meta, Fireworks AI differentiates itself in a market crowded with large competitors through its unique approach to deploying its software. It creates smaller, production-grade, customizable generative AI models that can be launched privately and securely, rather than the non-private and inflexible models built by larger companies.
After its 2025 Series C round of $250M, Fireworks AI has been valued at over $4B, an impressive sum for a David in a sea of Goliaths. The company plans to use its funding to reshape AI infrastructure as well as expand globally. It will be interesting to see how the company evolves with its potentially disruptive business approach to generative AI.
Freddie
Company Specialist at Welcome to the Jungle
Company
Funding (last 2 of 3 rounds)
Oct 2025
$230m
SERIES C
Jul 2024
$52m
SERIES B
Total funding: $307m
Company HQ
Redwood City, CA
Leadership
Lin Qiao
(Co-Founder & CEO)Previously a Senior Director of Engineering at Meta, a Tech Lead at Linkedin, a Research Staff Member at IBM Almaden Research Center and an Advisory Software Engineer at IBM Silicon Valley Lab.
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