Fireworks AI

Role Description SIs are Fireworks' highest-leverage GTM channel and this function does not exist yet. The person in this role originates and structures the deals, builds the partners, makes them technically capable, and embeds Fireworks into how they sell. The weight is upstream: strategy and origination, not day-to-day partner management. What You Will Own: - Originate and Structure - Source and close first-of-a-kind commercial agreements with Tier-1 SIs - framework deals, global MoUs, joint offering structures - where no playbook exists. - Define the multi-practice value proposition; align SI executive and line-of-business leadership on why Fireworks and how joint delivery creates margin for both sides. - Navigate matrixed GSI org structures to secure internal mandates for dedicated practices or CoEs, aligning competing service lines on governance and delivery standards. - Define co-delivery swimlanes and market ownership to prevent channel conflict and protect delivery quality as the partner ecosystem scales. - Recruit and Develop - Identify and recruit Tier-1 SI partners with credible AI practices, client access in target verticals, and appetite to build a Fireworks capability. - Build conviction at every level - make the commercial and technical case from alliance desk to equity partner. - Connect Fireworks engineers, sales, and product to their counterparts at the partner; establish functional working relationships, not just an alliance desk. - Guide partners through standing up a Fireworks service offering: capability definition, staffing model, pricing, and GTM positioning. - Enable - Design and own FDE certification: inference, fine-tuning pipelines, production deployment - with a track covering SFT, RLHF, and model adaptation. - Build the operating model: how projects flow to partners, support tiers, escalation to the Fireworks technical bench, and commercial attribution. - Run the direct interface desk - standing technical bridge between partner delivery teams and Fireworks engineers for in-flight engagements. - Own model update continuity: when Fireworks ships, re-certify partners before delivery is disrupted. - Embed - Place Fireworks in SI practice playbooks and internal solution frameworks - the default inference layer when their AI practices architect for clients. - Produce joint innovation content with named Fireworks placement: reference architectures, solution briefs, and thought leadership under partner credentials. - Develop case studies with specific, attributable outcomes - latency, cost reduction, model quality - with named clients where possible. - Build at practice lead and delivery principal level across all active SI partners, not just alliance managers. Qualifications - 8-10 years across top-tier consulting, enterprise technology or AI/ML vendor roles, or senior SI alliance leadership - with direct exposure to how GSIs structure, sell, and deliver. - Track record closing non-standard strategic agreements: MoUs, framework deals, joint offering structures with major GSIs or consulting firms. - Working knowledge of how GSIs operate - practice formation, CoE funding, delivery authority, internal service line competition - from the inside or from working alongside them closely. - ML stack fluency sufficient to design and assess technical enablement: fine-tuning, inference, deployment pipelines. - Demonstrated 0-to-1 program or function builds; not inherited playbooks. - Operates at C-suite and equity partner level; measures success by pipeline originated and practice maturity, not activity. Requirements - Time inside the AI practice of a leading GSI or MBB firm (Bonus). - Hands-on post-training experience: SFT, RL, or RLHF in delivery or program management (Bonus). - Existing relationships at practice lead or delivery principal level within major consulting or SI AI practices (Bonus). Benefits - Total compensation includes meaningful equity in a fast-growing startup, along with a competitive salary and comprehensive benefits package. - Base salary is determined by a range of factors including individual qualifications, experience, skills, interview performance, market data, and work location. - On Target Earnings (Plus Equity): $330,000 — $380,000 USD. Company Description Fireworks is a Series C company valued at $4 billion and backed by top investors including Benchmark, Sequoia, Lightspeed, Index, and Evantic. We’re an ambitious, collaborative team of builders, founded by veterans of Meta PyTorch and Google Vertex AI. Fireworks AI is an equal-opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all innovators.

• Design, build, and ship product features across the Fireworks platform — including the developer console, API surfaces, model playground, fine-tuning workflows, deployment management, and billing • Own features end-to-end: scope the problem, build the solution, ship it, instrument it, and iterate based on real usage • Build and improve the developer experience for Fireworks' core product capabilities — serverless and on-demand inference, supervised and reinforcement fine-tuning, multi-LoRA serving, and agentic orchestration • Work across the full stack — frontend (React/TypeScript), backend services (Python, Go), APIs, and data layers — to deliver polished, production-quality product surfaces • Build for products that are evolving rapidly: new model types, new serving paths (standard, priority, fast), new consumption models like Fire Pass, and new capabilities like multi-agent harness tooling • Partner closely with Infrastructure, Applied Research, Growth, Data and Design to translate platform capabilities into intuitive developer-facing products • Instrument and monitor the systems you build, using data to understand how developers use the platform and where friction exists • Move fast and make pragmatic trade-offs — the pace of AI infrastructure demands shipping early, learning quickly, and iterating with conviction

Role Description AI Field Engineers at Fireworks are the technical tip of the spear. You embed with our most ambitious customers and technology partners to turn complex AI problems into production systems, fast. The role sits at the intersection of engineering, product, and customer delivery. You are hands-on-keyboard building POCs, MVPs, and production integrations, while also holding your own in executive-level conversations about architecture, strategy, and business outcomes. - You spend most of your time building. - Ship code, run benchmarks, debug production issues, and architect deployments. - Lead discovery conversations, align stakeholders, and translate customer pain points into product improvements. - Comfortable on-site with customers, building relationships and trust. What You'll Work On - Technical Delivery and Deployment - Build end-to-end POCs and MVPs alongside customer engineering teams. - Architect inference foundations for customers whose core product is built on GenAI. - Run load tests and establish latency, throughput, and cost baselines. - Deploy and validate new model families on inference frameworks. - Model Strategy and Fine-Tuning - Guide customers on model selection and fine-tuning strategy. - Build and run fine-tuning pipelines directly with customers. - Design and implement evaluation frameworks that measure production-quality metrics. - Customer Engagement and Stakeholder Management - Help customers integrate frontier model capabilities into their core offering. - Lead structured discovery conversations to unpack customer pain points. - Own the technical relationship from first engagement through production deployment. - Spend time on-site with customers to build trust and momentum. - Product Feedback and Platform Improvement - Identify recurring customer pain points and translate them into product proposals. - Codify repeatable deployment patterns and contribute them back to internal tooling. - Feed customer signals back into the product roadmap with specificity and urgency. Qualifications - 5+ years in a hands-on, customer-facing technical role. - Demonstrated ability to build production software with customers. - Strong Python skills; comfortable reading, writing, and debugging production code. - Working knowledge of the LLM stack. - Experience with cloud infrastructure (AWS, Azure, GCP). - Exceptional communication skills. Requirements - 10+ years in technical field or engineering roles (preferred). - Experience with inference serving frameworks. - Experience operating as a technical authority inside a customer's environment. - Track record taking GenAI POCs from prototype to production-scale deployments. - Experience with hyperscaler AI platforms. - Experience building or integrating agentic systems. Benefits - Total compensation includes meaningful equity in a fast-growing startup. - Competitive salary and comprehensive benefits package. - Base salary determined by qualifications, experience, skills, and market data. - On Target Earnings (Plus Equity): $200,000 — $260,000 USD. Company Description Fireworks is a Series C company valued at $4 billion and backed by top investors including Benchmark, Sequoia, Lightspeed, Index, and Evantic. We’re an ambitious, collaborative team of builders, founded by veterans of Meta PyTorch and Google Vertex AI.

• Lead our Sales Strategy and Revenue Analytics pillars • Own the foundation the GTM org runs on: operating model, territory and coverage design • Build and own the forecasting process across bookings, renewals, and consumption • Run the QBR, WBR, and planning forums that keep the GTM organization aligned • Define and execute a consistent sales process across account planning

Role Description AI Field Engineers at Fireworks are the technical tip of the spear. You embed with our most ambitious customers and technology partners to turn complex AI problems into production systems, fast. The role sits at the intersection of engineering, product, and customer delivery. You are hands-on-keyboard building POCs, MVPs, and production integrations, while also holding your own in executive-level conversations about architecture, strategy, and business outcomes. - You spend most of your time building. - You ship code, run benchmarks, debug production issues, and architect deployments. - You lead discovery conversations, align stakeholders, and translate customer pain points into product improvements. - This is a role for engineers who are comfortable on-site with customers, building relationships and trust in person. Qualifications - 5+ years in a hands-on, customer-facing technical role: Forward Deployed Engineer, Applied AI Engineer, Solutions Architect, ML Engineer with field exposure, or technical founder. - Demonstrated ability to build production software with customers, not just advise on it. - Strong Python skills. Comfortable reading, writing, and debugging production code. - Familiarity with Kubernetes and infrastructure engineering. - Working knowledge of the LLM stack: inference trade-offs, model serving, fine-tuning workflows (SFT at minimum; DPO/RFT a strong plus). - Experience with cloud infrastructure (AWS, Azure, GCP) and deploying models on GPU infrastructure. - Exceptional communication skills. - Experience building or integrating agentic systems, tool-use chains, or AI-native developer toolchains. Requirements - Build end-to-end POCs and MVPs alongside customer engineering teams. - Architect the inference foundations that capability depends on for customers whose core product is built on GenAI. - Run load tests and establish latency, throughput, and cost baselines against realistic customer traffic profiles. - Deploy and validate new model families on inference frameworks (vLLM, SGLang). - Guide customers on model selection, fine-tuning strategy (SFT, DPO, RFT), and evaluation methodology. - Build and run fine-tuning pipelines directly with customers. - Design and implement evaluation frameworks that measure production-quality metrics. - Help customers bake frontier model capabilities into their core offering. - Lead structured discovery conversations to unpack customer pain points, constraints, and success criteria. - Own the technical relationship from first engagement through production deployment. - Spend time on-site with customers to build trust and momentum. - Identify recurring customer pain points and translate them into concrete product proposals. - Codify repeatable deployment patterns and contribute them back to internal tooling. - Feed customer signals back into the product roadmap with specificity and urgency. Benefits - Total compensation includes meaningful equity in a fast-growing startup. - Competitive salary and comprehensive benefits package. - Base salary is determined by individual qualifications, experience, skills, interview performance, market data, and work location. - On Target Earnings (Plus Equity): $200,000 — $260,000 USD.

Role Description We are seeking an experienced Enterprise Account Executive to join our sales team. The ideal candidate has a solid track record at early-stage startups, selling to technical stakeholders, and consistently exceeding quotas by closing six-figure deals. This role demands a driven individual capable of navigating the complexities of selling software solutions to large enterprises, with a keen understanding of the technical nuances involved. Key Responsibilities - Drive new business opportunities by developing and executing a sales strategy for selling Fireworks AI within targeted accounts. - Gain a deep understanding of Fireworks AI's offerings and value proposition, effectively articulating them in the market. - Focus on pipeline generation within your targeted accounts to ensure long-term success. - Interact with and leverage the Channel and Alliance partner community to find new opportunities and drive existing deals to close. - Manage the entire sales cycle from prospecting to procurement. - Forecast accurately and leverage internal resources to hit your annual quota efficiently. - Regularly update all active accounts, reporting on sales activities, status, and progress. - Maintain a high level of customer satisfaction and referenceability. - Travel for client visits and presentations as needed. Qualifications - Bachelor’s degree or 8-10+ years of working experience. - 6+ years of progressive SaaS software sales experience, with a proven "hunter" mentality; 3+ years experience selling SaaS products to a technical audience. - Demonstrated success in closing business in large complex enterprise accounts. - Excellent negotiation, analytical, financial, and organizational skills, thriving in an evolving entrepreneurial environment. - Outstanding verbal and written communication skills. Requirements - Fireworks AI's goal is to provide competitive cash compensation, equity, and benefits. - The estimated range for total on target earnings (including base salary and on target incentive pay) for candidates in the San Francisco Bay Area for this role is $310,000 - $350,000 per year. - Total compensation for this role also includes meaningful equity in a fast-growing startup, along with a competitive salary and comprehensive benefits package. - Base salary is determined by a range of factors including individual qualifications, experience, skills, interview performance, market data, and work location. - The listed salary range is intended as a guideline and may be adjusted. Benefits - On Target Earnings (Plus Equity): $310,000 — $350,000 USD. - Solve Hard Problems: Tackle challenges at the forefront of AI infrastructure, from low-latency inference to scalable model serving. - Build What’s Next: Work with bleeding-edge technology that impacts how businesses and developers harness AI globally. - Ownership & Impact: Join a fast-growing, passionate team where your work directly shapes the future of AI—no bureaucracy, just results. - Learn from the Best: Collaborate with world-class engineers and AI researchers who thrive on curiosity and innovation.

• You own the marketing tech stack end-to-end: selection, implementation, integration, and the standards that govern how data flows between systems • You run the operating rhythm of the marketing team • You own the full lifecycle from anonymous visitor through closed-won, including lead scoring, MQL and PQL definitions, SLA enforcement, and the handoff to sales • You own marketing analytics, attribution methodology, and the dashboards that the executive team and the board see • You own data hygiene, privacy compliance (GDPR, CCPA, and emerging US state laws)

• Own the source of truth for GTM health: pipeline, bookings, win rates, sales velocity, rep productivity, GPU consumption trends, and segment performance. • Build and maintain the analytical framework across the full funnel — outbound through AE close and expansion. • Build executive dashboards that give leadership real-time visibility into performance, risk, and opportunity. • Execute annual and quarterly planning cycles: territory design, quota-setting, capacity modeling, and headcount planning in partnership with Finance and the Director. • Build and maintain predictive models for revenue pacing and sales attainment. • Own the quantitative inputs to the forecast: conversion rates, coverage ratios, pipeline aging, and ramp curves. • Build scalable, governed GTM data models in Snowflake and dbt. Own definitional standards: pipeline, logo, ARR, GPU consumption. • Maintain data integrity across Salesforce and GTM systems. One source of truth, enforced. • Deploy AI and automation workflows across GTM analytics: reporting automation, pipeline intelligence, and LLM-assisted analysis. • Automate recurring analytical work so capacity goes to interpretation, not production.

• Own and continuously improve the 4-week onboarding program • Maintain and expand the use-case pitch library • Design and run quarterly pitch certification with real stakes • Sit in on calls, debrief with AEs, run small group workshops • Keep seller briefs current as we add new models and as competitors move

About Us: At Fireworks, we’re building the future of generative AI infrastructure. Our platform delivers the highest-quality models with the fastest and most scalable inference in the industry. We’ve been independently benchmarked as the leader in LLM inference speed and are driving cutting-edge innovation through projects like our own function calling and multimodal models. Fireworks is a Series C company valued at $4 billion and backed by top investors including Benchmark, Sequoia, Lightspeed, Index, and Evantic. We’re an ambitious, collaborative team of builders, founded by veterans of Meta PyTorch and Google Vertex AI. The Role We're looking for a strategic and hands-on Senior GTM Recruiter to join our growing People team and help fuel our next phase of growth. In this role, you'll own full-cycle recruiting for Go-To-Market functions — including Sales, Marketing and Partnerships — partnering closely with GTM leaders to build world-class teams that can take Fireworks' platform to market. This isn't just a recruiting role, it's a chance to shape how an AI-native company hires. We're looking for someone who is genuinely excited about the AI industry, eager to experiment with AI-powered recruiting tools and workflows, and ready to help define what modern, intelligent talent acquisition looks like. If you love being at the forefront of both AI and hiring, this role was built for you. Key Responsibilities - Own full-cycle GTM recruitment across Sales, Marketing, Partnerships, Solutions Engineering, and Customer Success, with a focus on quality, speed, and candidate experience. - Partner with GTM hiring managers and executives to understand business needs, calibrate on candidate profiles, and develop targeted hiring strategies. Build and maintain talent pipelines and market maps for current and future needs. - Proactively source and engage high-caliber GTM talent through direct outreach, networking, referrals, and AI-powered sourcing platforms. - Collaborate with HRBPs, Compensation, and other People functions to align on role design, comp benchmarking, and market intelligence to inform hiring plans. - Champion AI-native recruiting practices, from sourcing automation and outreach personalization to pipeline analytics, while optimizing recruiting operations and tooling for a scalable, inclusive process. Minimum Qualifications - 5+ years of hands-on recruiting experience, ideally in fast-paced, high-growth environments. - Proven track record recruiting for GTM roles across Sales, Marketing and Partnerships. - Demonstrated ability to partner with founders, hiring managers, and senior GTM leaders to shape and influence hiring strategy. - Strong sourcing and candidate engagement skills, with a knack for identifying and activating top GTM talent. - Ability to work with urgency while maintaining high quality standards and a thoughtful candidate experience. Preferred Qualifications - Experience scaling GTM teams at a startup or hypergrowth company, ideally in AI, infrastructure, or developer tools. - Familiarity with compensation structures and equity benchmarking in early-stage startups. - Hands-on experience with AI recruiting tools, whether that's AI-assisted sourcing, automated outreach, or workflow automation, and genuine enthusiasm to explore what's next. - Experience with Talent Operations to implement and optimize recruiting tools, systems, and workflows. Who You Are (Beyond the Resume) You're passionate about the AI industry. Not just as a recruiter operating in it, but as someone who follows it, thinks about it, and is excited to be part of building it. You see AI as a tool that makes you a better recruiter, not a threat to the craft. You're curious, experimental, and energized by figuring out how to do things better and faster. You bring that same energy to finding and closing exceptional GTM talent. Total compensation for this role also includes meaningful equity in a fast-growing startup, along with a competitive salary and comprehensive benefits package. Base salary is determined by a range of factors including individual qualifications, experience, skills, interview performance, market data, and work location. The listed salary range is intended as a guideline and may be adjusted. Base Pay Range (Plus Equity) $160,000—$200,000 USD Why Fireworks AI? - Solve Hard Problems: Tackle challenges at the forefront of AI infrastructure, from low-latency inference to scalable model serving. - Build What’s Next: Work with bleeding-edge technology that impacts how businesses and developers harness AI globally. - Ownership & Impact: Join a fast-growing, passionate team where your work directly shapes the future of AI—no bureaucracy, just results. - Learn from the Best: Collaborate with world-class engineers and AI researchers who thrive on curiosity and innovation. Fireworks AI is an equal-opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all innovators.