Senior Sales Manager (AI Native)

Join Fireworks as a Senior Sales Manager, AI Native. In this hands-on leadership role, you will build, coach, and scale a team of AI Native Account Executives, drive new business and expansion across a portfolio of GenAI startups, and develop repeatable sales playbooks. You will also partner with various teams, establish operating rhythms, and represent Fireworks in the GenAI ecosystem. The ideal candidate has 5+ years of experience in sales or business development, a strong analytical orientation, and a genuine enthusiasm for working with startup founders and builders in the GenAI movement.

• Lead, coach, and develop a team of AI Native Account Executives selling into GenAI-native startups, and own team performance against new logo, consumption growth, pipeline, and forecast accuracy goals.
• Build and refine the AI Native sales motion - from first technical conversation through evaluation, benchmarking, POC, and production scale, and coach AEs to lead credible technical conversations.
• Partner with GTM engineering, product, and applied AI to unblock adoption, shape tailored solutions, and accelerate time to value in your team's accounts.

• Excellent written and verbal communication skills
• Ability to understand and explain technical topics like open-source inference, API performance, model tuning, or GPU architecture - and to hold your own with a founder or ML lead
• High standards for talent, process, and operational rigor
• Strong coaching skills, especially around technical discovery, multi-threading, POC and evaluation management, negotiation, and executive communication
• Comfort operating in an early-stage or high-growth environment where playbooks are still being built
• Strong analytical orientation and ability to use pipeline and consumption metrics to diagnose performance and improve team execution
• This is a hands-on leadership role for someone who can both set strategy and get in the deal
• Ability to partner cross-functionally with Product, Engineering, Applied ML, Marketing, RevOps, and Recruiting
• 5+ years of experience in sales or business development selling to technical buyers, with experience managing or formally coaching quota-carrying AEs
• Proven ability to win and grow accounts in a technical, infrastructure, AI, or developer-oriented market - especially consumption or usage-based models
• Genuine enthusiasm for working with startup founders and builders on the front lines of the GenAI movement
• Experience selling into engineering leaders, product leaders, founders, or AI/ML teams
• Prior experience building a sales team or segment from an early stage
• Experience supporting AI-native, developer-tooling, data infrastructure, cloud, or open-source GTM motions
• 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