Senior Sales Manager (AI Native)
Posted Updated
Description
- We’re looking for an Senior Sales Manager, AI Native to build, coach, and scale the team selling into the most ambitious GenAI-native companies in the world
- This person will lead a team of AI Native Account Executives, own new business and expansion across a portfolio of GenAI startups, and build the repeatable playbooks that turn early technical traction into production-scale revenue
- Lead, coach, and develop a team of AI Native Account Executives selling into GenAI-native startups
- 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
- Coach AEs to lead credible technical conversations with founders, ML engineers, and infra leads, and to earn trust with both engineers and founders
- Partner with GTM engineering, product, and applied AI to unblock adoption, shape tailored solutions, and accelerate time to value in your team’s accounts
- Partner with Sales Development, Marketing, and RevOps on target accounts, territories, qualification standards, inbound routing, and funnel conversion
- Establish clear operating rhythms, including pipeline reviews, deal reviews, call reviews, coaching sessions, and weekly forecast inspection
- Use usage and account health data to identify expansion opportunities, diagnose churn or stalled adoption, and prioritize the highest-impact accounts
- Translate patterns across the segment into actionable product and roadmap feedback
- Hire, onboard, and ramp new AEs as the team scales
- Represent Fireworks in the GenAI ecosystem - demo days, meetups, and online communities - and build the team’s presence there
- Create a culture of accountability, curiosity, technical depth, and continuous improvement
- What Success Looks Like
- The team consistently lands and grows GenAI-native accounts aligned to Fireworks’ priority segments
- AEs are technically credible, run rigorous evaluations and POCs, and shorten time from first conversation to production workload
- Consumption in existing accounts grows predictably, with expansion identified from usage data rather than guesswork
- Forecasts are accurate, pipeline is well-inspected, and the operating rhythm is clear to everyone on the team
- New AEs ramp quickly and understand both the technical context and commercial value of Fireworks
- Feedback from the segment reliably reaches product and engineering and shapes what we build
- 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