Head of GTM Field Strategy & Ops, EMEA

ABOUT US: Fireworks is the platform for specialized intelligence, enabling companies to build, train, and serve AI models tailored to their own data, workflows, and products. Founded by the team behind PyTorch and backed by AMD, Atreides, Benchmark Capital, Index Ventures, Lightspeed, NVIDIA, Sequoia Capital, and TCV, Fireworks powers production AI with hundreds of state-of-the-art open models across text, image, embedding, audio, and multimodal workloads. Today, Fireworks is a Series D company valued at $17.5 billion, bringing together an ambitious, collaborative team that's building the future of enterprise AI. THE ROLE Fireworks is building out its EMEA go-to-market from London. The Head of GTM Field Strategy & Ops, EMEA is the business partner and strategic thought partner to the Head of Sales, EMEA, and the EMEA leadership team. You turn EMEA growth targets into plans the field can run: quotas, territories, coverage, organization design, and an operating rhythm that produces decisions. You will sit inside the Sales Strategy & Analytics team and work every day with the EMEA sales leadership. You will run the weekly forecast call and pipeline council for the region, lead EMEA planning with Sales, Field Engineering and Finance, and adapt Fireworks' global standards to local markets without fragmenting them. Fireworks sells on consumption and hybrid commit + usage models, and EMEA is growing quickly from a young base. The right candidate has done this kind of work for a regional sales leader before, is comfortable making a call with limited history, and can build structure while the business is moving. RESPONSIBILITIES BUSINESS PARTNERSHIP & STRATEGY - Act as strategic thought partner to the Head of Sales, EMEA, and the leadership team on where to focus, where to invest and what to stop. - Translate EMEA growth objectives into quarterly priorities, market focus, account coverage and resource allocation. - Lead the weekly, monthly and quarterly business reviews for EMEA, with clear decisions, owners and deadlines. - Adapt global sales process and rules of engagement to EMEA, in line with global standards. FORECAST & PIPELINE CADENCE - Run the EMEA weekly forecast call and pipeline council: inspect deals, pressure-test commits and surface risk early. - Own forecast accuracy and pipeline coverage for the region, and explain misses. - Work with GTM Analytics and Revenue Operations to keep the data and tooling behind the cadence accurate and fast. PLANNING, QUOTAS & CAPACITY - Drive EMEA annual and in-year planning with Sales leadership, Field Engineering leadership and Finance. - Set and recommend quotas in alignment with sales and Field Engineering leaders, using market opportunity, seller capacity, ramp and historical performance. - Model capacity and hiring needs, including the tradeoffs between headcount, pipeline and productivity. TERRITORIES & COVERAGE - Design and carve territories and account assignments across EMEA, and run recarves as the region grows. - Own assignment, holdover and conflict-resolution policies with frontline managers. - Balance coverage across segments, countries and routes to market, including partners. ORG DESIGN & INCENTIVES - Design the EMEA field organization: team structure, spans of control, role mix and pod models across sellers, Field Engineering and development. - Work with Incentive Strategy and Finance on EMEA compensation plans, including local considerations. - Partner with People, Legal and Finance on the operational steps of building a regional organization. - This role starts as an individual contributor and is expected to grow into a people manager as EMEA scales, including hiring and developing the first members of a regional team. CROSS-FUNCTIONAL & AI-NATIVE OPS - Partner with Product, Marketing, Partnerships and Field Engineering so EMEA priorities are heard and consistently planned for. - Use AI and agentic tooling in everyday work, and help the field use it too. QUALIFICATIONS - 10+ years in sales strategy and operations, field operations, consulting, or sales leadership, including experience as a business partner to a regional or segment sales leader - Hands-on experience setting quotas, designing territories and leading planning for a field organization - Experience running forecast calls and pipeline reviews, and a record of improving forecast accuracy - Experience designing or scaling sales and field organizations - Credibility with senior sales leaders and the ability to influence without formal authority - Experience mentoring or developing others, and interest in building and leading a team over time - Strong analytical and financial modeling skills, with comfort in SQL or BI tools - Understanding of EMEA markets, and experience operating across multiple countries, currencies and regulations - Based in London or able to relocate - BA/BS degree in a quantitative field preferred PREFERRED - Experience at an AI/ML infrastructure, developer tools, or API-first company - Experience with usage-based or hybrid commit + usage revenue models - Experience building a region or function through hypergrowth - Familiarity with overlay roles (such as solutions architects and field engineers), partner and channel motions, and manager overrides - Hands-on experience building workflows with AI or agentic tools WHY FIREWORKS? - Solve Hard Problems: Tackle challenges at the forefront of AI infrastructure, from low-latency inference to scalable model serving. - Build What’s Next: Work with bleeding-edge technology that impacts how businesses and developers harness AI globally. - Ownership & Impact: Join a fast-growing, passionate team where your work directly shapes the future of AI—no bureaucracy, just results. - Learn from the Best: Collaborate with world-class engineers and AI researchers who thrive on curiosity and innovation. Fireworks AI is an equal-opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all innovators.