AI Native - Strategic, Account Executive San Mateo, CA

AI Native - Strategic, Account Executive

San Mateo, CA

At Fireworks, we’re building the future of generative AI infrastructure. Our platform delivers the highest‑quality models with the fastest and most scalable inference in the industry. We’ve been independently benchmarked as the leader in LLM inference speed and are driving cutting‑edge innovation through projects like our own function calling and multimodal models. Fireworks is a Series C company valued at $4 billion and backed by top investors including Benchmark, Sequoia, Lightspeed, Index, and Evantic.

We’re an ambitious, collaborative team of builders, founded by veterans of Meta PyTorch and Google Vertex AI.

We’re hiring an AI Native - Strategic Pursuits Account Executive to drive adoption of Fireworks within the most ambitious and strategic AI companies. This isn’t a traditional sales role: we’re looking for someone who can speak credibly to technical teams, identify high‑impact use cases, and relentlessly pursue value creation for the customer. We are looking for highly motivated, networked, and technically adept individuals to serve as trusted advisors to our most important customers and prospects.

You’ll engage deeply with technical founders, ML leads, and product teams, helping them understand how Fireworks fits into their stack and guiding them through evaluation, onboarding, and scale‑up. You’ll work in lockstep with our Applied AI team on key accounts, partner with product and ML specialists to architect the right technical approach, and run a clean commercial cycle with our GTM partners.

You’ll be the quarterback of the account from initial POC through production at scale.

• Lead technical and product discovery and conversations with founders, ML engineers, and infra leads.
• Work closely with Field Engineering, Applied AI, Product and Research teams to shape tailored solutions, POCs, and fine‑tuning approaches.
• Translate customer feedback into actionable insights for Fireworks product and engineering with specificity and urgency.
• Help customers get live quickly by coordinating onboarding, benchmarking, and integration efforts.
• Lead structured discovery conversations to unpack customer pain points, constraints, and success criteria before proposing solutions.
• Manage multiple concurrent accounts with fast iteration cycles. Prioritize ruthlessly, keep scope tight, and maintain momentum.
• Structure and negotiate complex commercial terms.
• Actively identify, engage, and qualify new prospects through executive and investor networks, industry events, and partnerships.
• Run a disciplined operating cadence with your portfolio of customers: reviewing key trends, driving outcomes, and jointly planning the next phase of the partnership.
• Own the relationship with key Strategic AI Native accounts, from first engagement through production deployment. Earn trust with ML engineers and Founders in the same meeting.
• Nurture and shape strong executive relationships.
• Be a visible representative of Fireworks in the AI startup ecosystem.

• Have 7+ years of experience as a PM, strategic account executive, VC, or previous management consulting experience focused on serving highly technical buyers and portfolio companies.
• Demonstrated ability to run multi‑threaded customer engagements: mapping stakeholders, managing commercial cycles, and maintaining deal and relationship momentum.
• Technical fluency to lead discovery with ML engineers and infrastructure leads and ability to discuss open‑source vs proprietary models, model tuning, reserved capacity, and compliance requirements.
• Thrive in fast‑moving environments and love engaging with leading startup founders and builders.
• Are proactive, persistent, and creative in breaking into accounts and building lasting relationships throughout the organization.
• Have strong communication skills and can earn trust with both engineers and executives.
• Want to be on the front lines of the AI movement and work closely with companies shaping the future.

• Help define AI Native Strategic Pursuits go‑to‑market for one of the fastest‑growing AI infrastructure companies in the…