Fireworks AISan Francisco, CALead Sales Strategy and Revenue Analytics for a high-growth AI infrastructure company. Own GTM operating model, territory design, consumption-based forecasting, and executive operating cadence to drive repeatable sales motions and data-backed decisions.
GTM Operating Model and Territory/ROE Design
Own how the GTM organization is structured to win: segment coverage, territory design, rules of engagement across GTM and Product, and quota-setting philosophy. Translate annual targets into territory plans that give every rep a fair book and every segment the right level of coverage. Revisit and adjust as the business evolves.
Revenue and GPU Forecasting
Build and own the forecasting process across bookings, renewals, and consumption in partnership with Finance, Sales, and Data. Establish a methodology that works for a business where committed ARR and consumption expansion behave differently. Deliver forecasts leadership can trust, with clear variance explanation and recommended actions.
Business Partnership and Operating Cadence
Run the QBR, WBR, and planning forums that keep the GTM organization aligned, accountable, and moving. Design the cadence, own the agenda, and make sure the output is decisions and actions, not status updates. Act as a strategic advisor to GTM leaders, surfacing pipeline risk and growth opportunity before it shows up in results.
Sales Process into Repeatable Motions
Define and execute a consistent sales process across account planning, territory planning, and pipeline generation. Turn what works into a playbook. Instrument it so performance is visible, coaching is targeted, and the team gets better over time.
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