Head of GTM Field Strategy and Operations EMEA
Fireworks AIVisit Fireworks AI website
Fireworks AI operates an AI platform for production inference and training of open-source models.
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San Mateo, United States
Funding history
About Fireworks AI
Fireworks AI provides serverless and dedicated model inference, model deployment, and supervised and reinforcement fine-tuning for developers and enterprises building AI applications.
Skills
Candidate Availability
Required and preferred rules are kept separate and reflect the wording in the original posting.
About the Role
You will partner with EMEA sales leadership to turn growth targets into field plans. You will lead business reviews, forecasting, pipeline management, regional planning, quota setting, territory design, capacity modeling, organization design, and compensation planning while adapting global operating standards for EMEA.
Requirements
- 10+ years in sales strategy and operations, field operations, consulting, or sales leadership
- Experience partnering with a regional or segment sales leader
- Experience setting quotas, designing territories, and leading field planning
- Experience running forecast calls and pipeline reviews
- Experience designing or scaling sales and field organizations
- Experience mentoring or developing others
- Analytical and financial modeling skills
- SQL or BI tool skills
- Understanding of EMEA markets and experience operating across countries, currencies, and regulations
- Based in London or able to relocate
- BA/BS degree in a quantitative field preferred
- AI/ML infrastructure, developer tools, or API-first company experience preferred
- Usage-based or hybrid commit-plus-usage revenue model experience preferred
- Hypergrowth experience preferred
- Experience with overlay roles, partner and channel motions, and manager overrides preferred
- AI or agentic workflow experience preferred
Responsibilities
- Partner with EMEA sales leadership on investment, focus, and operating decisions
- Translate EMEA growth objectives into priorities, market focus, coverage, and resource allocation
- Lead EMEA business reviews
- Adapt global sales processes and rules of engagement to EMEA
- Run weekly forecast calls and pipeline councils
- Own regional forecast accuracy and pipeline coverage
- Drive EMEA annual and in-year planning
- Set and recommend quotas
- Model capacity and hiring needs
- Design territories and account assignments across EMEA
- Own assignment, holdover, and conflict-resolution policies
- Design the EMEA field organization
- Partner on EMEA compensation plans and regional operating requirements
- Hire, develop, and lead regional team members as the organization scales
- Partner with Product, Marketing, Partnerships, and Field Engineering on EMEA priorities
- Use AI and agentic tooling in field operations
Benefits
- Equity