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Fireworks AIFireworks AISan Mateo, CA

Head of Sales Development

Build and lead the BDR/SDR function from scratch at an AI infrastructure company. Hire, ramp, and coach a team while designing an AI-native outbound/inbound prospecting motion, qualification model, and AE handoff to scale enterprise pipeline.

220k – 240k/yr
On-site5+ YOESales Development

About the role

What You’ll Build

  • The BDR function from a blank page: the team, the playbook, and the systems behind it
  • The team itself, from day one. Define the profile, build the interview loop, hire, and ramp while the motion is still forming
  • An AI-native, instrumented prospecting motion across inbound and outbound, built and iterated like a product
  • The connective tissue with Marketing and Sales Strategy to convert developer-led demand into enterprise pipeline

Minimum Qualifications

  • People management experience: you’ve hired, ramped, and coached reps directly
  • 5+ years in GTM roles with 2+ years managing SDR/BDR teams
  • A track record of generating and scaling pipeline
  • Has built a function, playbook, or team from scratch
  • Deep curiosity about AI/ML, you want to be an expert in inference and infrastructure, not just sell it
  • Hands-on with AI yourself: you actively use tools like Claude Code, Codex, or Cursor to scale your own work, and you'll build a team that does the same
  • Outstanding verbal and written communication skills

Preferred Qualifications

  • Experience at an AI/ML, infrastructure, developer-tools, or API-first company, ideally through hypergrowth
  • Has scaled a BDR team through a Series B-to-C-and-beyond inflection
  • Hands-on fluency with CRM and sales engagement tooling (Salesforce, Outreach, Apollo) and AI-native prospecting tools

Skills

SalesforceOutreachApolloCRMAI/MLGo-to-Market StrategybdrsdrPipeline GenerationProspecting

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