Partnerships Lead

Fireworks AI as a Partnerships Lead, where you'll drive sourced pipeline and revenue through the Microsoft Azure channel. This is a high-ownership, quota-carrying role that requires a deep understanding of Microsoft's field organization and the ability to create and execute a co-sell motion that scales across ISV and enterprise segments. You'll be responsible for sourcing and owning a pipeline target, co-selling qualified opportunities, and building and maintaining a living map of Microsoft's field organization.

Sourcing and owning a pipeline target through the Microsoft Azure channel, co-selling qualified opportunities with Microsoft ISV and enterprise AEs and PDMs.

Can communicate clearly and concisely - you translate complex platform capabilities into a value story a non-technical field seller can use in front of a customer

Have 7+ years in GTM, partnerships, or field sales at a technology company - and a track record of operating fast when the environment changes

Responsibilities

• Additionally, you'll develop sales plays tailored to the ISV and enterprise motion, deliver enablement for Microsoft field sellers, and coordinate co-marketing moments.
• Building and maintaining a living map of Microsoft's field organization across ISV and enterprise-facing teams, developing working relationships with PDMs, field AEs, and ISV partner managers at Microsoft.
• Designing the intake, escalation, and co-sell workflows that keep deals from stalling, coordinating co-marketing moments that generate ISV and enterprise pipeline.
• If you thrive when you're creating from scratch and can hold yourself accountable to a number while doing it, this is the role
• Hold yourself accountable to pipeline hygiene and forecast accuracy - not just relationship depth
• Know how Microsoft's field org actually works: account teams, SSPs, GBBs, marketplace mechanics, co-sell programs, MACC spend, partner incentives - and how to activate them at the deal level
• Build systems, not just run plays. You document the motion, create the playbooks, and make it repeatable

Requirements

• Are comfortable owning a number before all the conditions are perfect, and stay accountable on pipeline sourcing, progression, forecasting
• This is not an engineering role. But it requires genuine curiosity about how AI inference platforms work
• Experience working at or within a hyperscaler partner ecosystem (Microsoft, AWS, GCP)

Preferred

• You'll need working fluency in model serving, inference optimization, and AI training infrastructure - enough to speak credibly about why Fireworks AI's platform matters to ISVs and enterprises evaluating options in the market. If you don't have that fluency today, you can build it here - we'll help
• Experience working with ISVs at the platform layer - understanding their build-vs-buy decisions and procurement dynamics
• Experience selling or partnering in AI/ML infrastructure, model serving, or MLOps

Pay

GBP 200,000 - 220,000

• The through-line: you need to understand what we do well enough to translate it for someone who doesn't. That's the bar
• Non-linear career path - varied, scrappy backgrounds carry real weight here