Head of GTM Strategy and PlanningActive$250K–$300K

Fireworks AI
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The opportunity

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…

What you'll do

  • 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

What they're looking for

  • Own market sizing, segmentation, and account tiering, and design territories: and account assignment annually and in-year.
  • Partner with Sales, Finance and Partnerships leadership on route-to-market: and channel/partner coverage strategy.
  • Co-design the compensation plan with Sales leadership, Finance and the compensation design team
  • Run the planning cadence: pipeline-coverage inspection, QBR inputs, and in-year re-forecasting and plan changes.