Head of GTM Strategy and Planning

The role

The GTM Planning Lead translates GTM strategy into capacity plans, territories, quotas, and incentive design. This role involves leading capacity planning, target design, and territory management to support global expansion.

What you will do

• Design and drive the annual Go-To-Market planning process for the COO organization
• Lead GTM capacity planning and target-setting for Sales, Field Engineering and CS
• Develop and evolve target-setting methodologies
• Partner with Finance and GTM leadership to model capacity needs and hiring requirements
• Establish planning frameworks and analytics to monitor capacity and quota attainment
• Design and manage process to forecast GPU demand
• Own market sizing, segmentation, and account tiering
• Design territories and account assignment annually and in-year
• Partner with Sales, Finance and Partnerships leadership on route-to-market and channel strategy
• Co-design the compensation plan with Sales leadership, Finance and the compensation design team

Required qualifications

• 9+ years in GTM planning, quota setting, and/or productivity-related revenue operations work streams at a high-growth company
• Ownership of a plan presented to a board or CFO
• Significant experience in go-to-market design and sales planning, including territory design and incentive compensation
• Significant experience interacting with C-suite Executives and partnering with Leaders at the VP level and below
• Advanced analytical and financial modeling skills
• Hands-on experience planning a consumption-based or hybrid commit-plus-usage business
• SQL and BI fluency
• Experience with a planning or forecasting platform (for example Anaplan, Clari or Xactly)

Nice to have

• BA/BS degree in engineering, accounting, finance, economics or other quantitative fields
• Experience at an AI/ML infrastructure, developer tools, or API-first company
• Familiarity with manager overrides, overlay roles, marketplace/channel nuances, and self-serve to sales-assisted conversions
• Experience scaling a GTM organization through hypergrowth
• Background in investment banking, finance or management consulting

About the company

Fireworks is a Series D company valued at $17.5 billion that provides a platform for specialized intelligence, enabling companies to build, train, and serve AI models. The company is backed by AMD, NVIDIA, Sequoia Capital, and others.