# AI Native

**Company:** [Fireworks AI](https://hotfix.jobs/companies/fireworks-ai)
**Location:** San Mateo, CA
**Role:** Sales Engineering
**Salary:** $280k – $320k/yr
**Experience:** 7+ years
**Skills:** ai models, ml engineering, model tuning, open-source models, proprietary models, poc, Fine-Tuning, benchmarking, integration, stakeholder mapping, commercial negotiation
**Posted:** 2026-06-05

> Drive adoption of Fireworks AI platform at strategic AI-native companies by leading technical discovery, building solutions with ML teams, managing POCs to production, and closing complex deals as a trusted technical advisor. Requires 7+ years in strategic sales/PM/VC/consulting with strong AI/ML fluency.

## Job Description

## 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.

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