Partnerships Lead

Join 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 mapping Microsoft's ISV and enterprise field organization, activating co-sell motions, and building repeatable sales plays. You'll own the forecast and the number, and have real influence over how we engage Microsoft's field teams.

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

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

The through-line: you need to understand what we do well enough to translate it for someone who doesn't. That's the bar

If you don't have that fluency today, you can build it here - we'll help. What you can't be is someone who deflects every technical question or can't hold a credible 30-minute conversation with a solutions architect or a technical evaluator

About Fireworks AI

If you thrive when you're creating from scratch and can hold yourself accountable to a number while doing it, this is the role

Responsibilities

• Responsable de la génération de pipeline et de revenus par le biais du canal Microsoft Azure, en atteignant les objectifs de vente.
• Établir et maintenir des relations de travail avec les gestionnaires de partenaires de développement (PDM), les représentants des ventes sur le terrain (AEs) et les gestionnaires de partenaires ISV chez Microsoft.
• 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
• Are comfortable owning a number before all the conditions are perfect, and stay accountable on pipeline sourcing, progression, forecasting
• Build systems, not just run plays. You document the motion, create the playbooks, and make it repeatable

Requirements

• Développer des stratégies de vente adaptées aux segments ISV et entreprise, et fournir une formation aux vendeurs sur le terrain de Microsoft.
• This is not an engineering role. But it requires genuine curiosity about how AI inference platforms work
• 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

The technical bar

• Experience working at or within a hyperscaler partner ecosystem (Microsoft, AWS, GCP)
• Experience selling or partnering in AI/ML infrastructure, model serving, or MLOps
• Experience working with ISVs at the platform layer - understanding their build-vs-buy decisions and procurement dynamics

Preferred

• Non-linear career path - varied, scrappy backgrounds carry real weight here

Pay

USD 275,000 - 300,000