Strategic Account Executive (AI Native)
Posted Updated
Description
- We’re hiring an Strategic Pursuits Account Executive, AI Native 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 strong communication skills and can earn trust with both engineers and executives
- Are proactive, persistent, and creative in breaking into accounts and building lasting relationships throughout the organization
- 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
- 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
- Want to be on the front lines of the AI movement and work closely with companies shaping the future
- Thrive in fast-moving environments and love engaging with leading startup founders and builders