Strategic Account Executive

Technical Partnership & Execution

• Lead technical and product discovery and conversations with founders, ML engineers, and infra leads.
• Work closely with Field Engineering, Applied AI, Product and Research teams to shape tailored solutions, POCs, and fine-tuning approaches.
• Translate customer feedback into actionable insights for Fireworks product and engineering with specificity and urgency.
• Help customers get live quickly by coordinating onboarding, benchmarking, and integration efforts.

Deal Management & Commercial Execution

• Lead structured discovery conversations to unpack customer pain points, constraints, and success criteria before proposing solutions.
• Manage multiple concurrent accounts with fast iteration cycles. Prioritize ruthlessly, keep scope tight, and maintain momentum.
• Structure and negotiate complex commercial terms.
• Actively identify, engage, and qualify new prospects through executive and investor networks, industry events, and partnerships.
• Run a disciplined operating cadence with your portfolio of customers: reviewing key trends, driving outcomes, and jointly planning the next phase of the partnership.

Executive Alignment and Ecosystem Presence

• Own the relationship with key Strategic AI Native accounts, from first engagement through production deployment. Earn trust with ML engineers and Founders in the same meeting.
• Nurture and shape strong executive relationships.
• Be a visible representative of Fireworks in the AI startup ecosystem.

Requirements

• 7+ years of experience as a PM, strategic account executive, VC, or previous management consulting experience focused on serving highly technical buyers and portfolio companies.
• Demonstrated ability to run multi-threaded customer engagements: mapping stakeholders, managing commercial cycles, and maintaining deal and relationship momentum.
• Technical fluency to lead discovery with ML engineers and infrastructure leads and ability to discuss open-source vs. proprietary models, model tuning, reserved capacity, and compliance requirements.
• Thrive in fast-moving environments and love engaging with leading startup founders and builders.
• Proactive, persistent, and creative in breaking into accounts and building lasting relationships throughout the organization.
• Strong communication skills and can earn trust with both engineers and executives.
• Want to be on the front lines of the AI movement and work closely with companies shaping the future.