GTM Planning Lead

About Us: Fireworks is the platform for specialized intelligence, enabling companies to build, train, and serve AI models tailored to their own data, workflows, and products. Founded by the team behind PyTorch and backed by AMD, Atreides, Benchmark Capital, Index Ventures, Lightspeed, NVIDIA, Sequoia Capital, and TCV, Fireworks powers production AI with hundreds of state-of-the-art open models across text, image, embedding, audio, and multimodal workloads. Today, Fireworks is a Series D company valued at $17.5 billion, bringing together an ambitious, collaborative team that's building the future of enterprise AI. About Fireworks Fireworks is the AI inference infrastructure platform built for teams who need speed, control, and the ability to fine-tune at scale. We're a Series C company valued at $4B, backed by Benchmark, Sequoia, Lightspeed, and Index. Our customers include Cursor, Cognition, GitHub, Meta, and a growing base of enterprise AI teams who've outgrown generic API providers. The Role Reporting to the Head of Sales Strategy & Analytics, the GTM Planning Lead is responsible for translating GTM strategy into capacity plans, territories, quotas, and incentive design that drives the right outcomes across direct and partner motions. You will operate as a strategic advisor to GTM and Finance leadership, balancing competitiveness, simplicity, scalability, and financial discipline. You will lead capacity planning (HC and GPU), overall target design (booking, consumption, pipegen), that enables Fireworks' rapid expansion across the globe. Your work will directly influence revenue predictability, seller behavior, retention, and long-term growth. Consumption, commit and usage economics are core to how we sell and how our business grows. The right candidate has intimate knowledge of business models that rely on a usage-based or hybrid commercial model - not only license ARR - and can design capacity plans that meet our strategic objectives. Responsibilities GTM Planning, Capacity & Quotas Design and drive the annual Go-To-Market planning process for the COO organization Leading GTM capacity planning and target-setting, translating growth targets into coverage, headcount, and productivity plans across Sales, Field Engineering and CS. Developing and evolving target-setting methodologies, ensuring targets are grounded in market opportunity, historical performance, and productivity expectations. Partnering with Finance and GTM leadership to model capacity needs, ramp assumptions, productivity, and hiring requirements for annual and long-range planning, including scenario models that show the tradeoffs between headcount, pipeline, compute supply, productivity, and revenue before decisions are made. Establishing planning frameworks and analytics to monitor capacity, quota attainment, and productivity and inform in-year adjustments. Design and manage process to forecast GPU demand; Ensure alignment with GPU management team Systems, Forecasting & Automation Build and own a native end-to-end process and tooling for automation of business plan modeling. Partner with Data Engineering and GTM Engineering on source-of-truth data (CRM, billing/usage, roster/quotas) so calculations are reproducible and auditable. Qualifications 6+ years in GTM planning, quota setting, and/or productivity-related revenue operations work streams Significant experience in relevant fields and a comprehensive understanding of go-to-market design & sales planning Significant experience interacting with C-suite Executives and closely partnering with Leaders at the VP level and below Advanced analytical and financial modeling skills with a superb ability to drive high value insights BA/BS degree in engineering, accounting, finance, economics or other quantitative fields preferred Preferred Experience at an AI/ML infrastructure, developer tools, or API-first company Familiarity with manager overrides, overlay roles (e.g. SAs / field engineers), marketplace/channel nuances, and self-serve - sales-assisted conversions Why Fireworks? 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. #J-18808-Ljbffr