# Strategic Account Executive

**Company:** [Fireworks AI](https://hotfix.jobs/companies/fireworks-ai)
**Location:** San Mateo, CA
**Role:** Account Executive
**Salary:** $280k – $320k/yr
**Experience:** 7+ years
**Skills:** Account Management, Technical Discovery, ML Infrastructure, Deal Negotiation, Stakeholder Mapping, Poc Development, Model Tuning, Reserved Capacity, Compliance Requirements, Executive Relationship Building
**Posted:** 2026-06-05

> Lead technical discovery and commercial execution for strategic AI-native accounts, managing complex deals and building relationships with founders and ML engineers at high-growth startups.

## Job Description

## 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.

## Similar roles

- [Senior Account Executive, Federal Intelligence Community](https://hotfix.jobs/jobs/a22c1cdf-3bb2-4208-97cd-ec7ad955f325) - Wirescreen - New York, NY - $280k – $350k/yr
- [Enterprise Account Executive - Mountain View, onsite](https://hotfix.jobs/jobs/3bf2f812-7f6c-4194-a053-f92834359e52) - Granica - Mountain View, CA - $280k – $340k/yr
- [Enterprise Account Executive - remote, US, Canada](https://hotfix.jobs/jobs/f9e84544-a815-4b43-93cc-d727521bd693) - Granica - Remote - $280k – $340k/yr
- [Enterprise Account Executive - West](https://hotfix.jobs/jobs/64d2d02a-15c8-4179-97a1-74ce0ffb39a8) - Pigment - Remote - $280k – $320k/yr
- [Account Executive, SLED Government](https://hotfix.jobs/jobs/b995e3df-cba0-4038-bca4-36c15d2fafda) - Vanta - Remote - $278k – $327k/yr

**Apply:** https://hotfix.jobs/jobs/1020de46-0c08-4bfe-acb0-c0148267764d
**Canonical:** https://hotfix.jobs/jobs/1020de46-0c08-4bfe-acb0-c0148267764d