[Remote] Director, Revenue Strategy & Analytics

Note: The job is a remote job and is open to candidates in USA. Fireworks AI is building the future of generative AI infrastructure, delivering high-quality models with fast and scalable inference. The Director of Revenue Strategy & Analytics will lead the Sales Strategy and Revenue Analytics pillars, focusing on operating models, forecasting, and sales motions to align the GTM organization with business objectives.ResponsibilitiesOwn 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 evolvesBuild 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 actionsRun 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 resultsDefine 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 timeSkills10+ years in Revenue Strategy, Sales Strategy, Sales Operations, or Revenue Operations at B2B companiesHas owned an end-to-end forecasting process, not just contributed to oneHas designed territory and quota models at scaleHas built and led a team with direct reports across strategy or analytics functionsStrong analytical foundation: can build a model from scratch, not just interpret oneExperience at a usage-based, consumption, or API-first companyHas run strategy and operations across both enterprise and PLG/product-led motions simultaneouslyComfortable presenting to CFO, board, and executive team with well-reasoned variance analysisHas worked at an AI/ML infrastructure, developer tools, or high-growth technical B2B companyBenefitsTotal compensation for this role also includes meaningful equity in a fast-growing startup, along with a competitive salary and comprehensive benefits package.Company OverviewFireworks AI is an advanced platform that enables users to build, tune, and scale AI applications using open-source models It was founded in 2022, and is headquartered in Redwood City, California, USA, with a workforce of 51-200 employees. Its website is https://fireworks.ai.