Senior Sales Manager, AI Native

The role

This person will lead, coach, and scale a team of AI Native Account Executives selling into GenAI-native startups. They will own new business and expansion while building repeatable sales playbooks.

What you will do

• Lead, coach, and develop a team of AI Native Account Executives.
• Own team performance against new logo, consumption growth, pipeline, and forecast accuracy goals.
• Build and refine the AI Native sales motion.
• Coach AEs to lead technical conversations with founders, ML engineers, and infra leads.
• Partner with GTM engineering, product, and applied AI to unblock adoption.
• Partner with Sales Development, Marketing, and RevOps on target accounts and territories.
• Establish operating rhythms including pipeline, deal, and call reviews.
• Use usage and account health data to identify expansion opportunities and diagnose churn.
• Translate segment patterns into actionable product and roadmap feedback.
• Hire, onboard, and ramp new AEs.

Required qualifications

• 5+ years of experience in sales or business development selling to technical buyers.
• Experience managing or formally coaching quota-carrying AEs.
• Proven ability to win and grow accounts in a technical, infrastructure, AI, or developer-oriented market.
• Experience with consumption or usage-based models.
• Strong coaching skills in technical discovery, multi-threading, POC and evaluation management, negotiation, and executive communication.
• Comfort operating in an early-stage or high-growth environment.
• Ability to understand and explain technical topics like open-source inference, API performance, model tuning, or GPU architecture.
• Strong analytical orientation to use pipeline and consumption metrics.
• Excellent written and verbal communication skills.
• High standards for talent, process, and operational rigor.
• Ability to partner cross-functionally with Product, Engineering, Applied ML, Marketing, RevOps, and Recruiting.
• Enthusiasm for working with startup founders and builders.

Nice to have

• Experience selling into engineering leaders, product leaders, founders, or AI/ML teams.
• Experience supporting AI-native, developer-tooling, data infrastructure, cloud, or open-source GTM motions.
• Prior experience building a sales team or segment from an early stage.
• Background in a technical or product role before moving into sales leadership.
• Familiarity with tools such as Salesforce, Gong, Lemlist, LinkedIn Sales Navigator, Clay, or similar revenue platforms.

About the company

Fireworks is a platform for specialized intelligence that enables companies to build, train, and serve AI models. It is a Series D company valued at $17.5 billion.