AI Native

Responsibilities

• Lead technical and product discovery conversations with founders, ML engineers, and infrastructure 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 product and engineering teams with specificity and urgency.
• Help customers get live quickly by coordinating onboarding, benchmarking, and integration efforts.
• Lead structured discovery conversations to unpack customer pain points, constraints, and success criteria.
• Manage multiple concurrent accounts with fast iteration cycles, prioritizing ruthlessly and maintaining 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 next phases.
• Own relationships with key Strategic AI Native accounts from first engagement through production deployment.
• Earn trust with ML engineers and Founders; nurture 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 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; ability to discuss open-source vs. proprietary models, model tuning, reserved capacity, and compliance requirements.
• Thrive in fast-moving environments and enjoy engaging with leading startup founders and builders.
• Proactive, persistent, and creative in breaking into accounts and building lasting relationships.
• Strong communication skills to earn trust with both engineers and executives.
• Desire to be on the front lines of the AI movement and work closely with companies shaping the future.

Nice-to-Haves

• Experience in AI infrastructure or with technical buyers in the AI/ML space.
• Existing network in the AI startup ecosystem.

Compensation

• OTE Pay Range (Plus Equity): $280,000-$320,000 USD (50/50 split) + Stock Options.
• Base salary determined by individual qualifications, experience, skills, interview performance, market data, and work location.
• Competitive salary, equity in a fast-growing startup, comprehensive benefits package, and long-term upside.