GTM Strategy Manager

The Role

Reporting to the GTM Planning Lead, the Central Planning Manager is responsible for translating GTM strategy into headcount capacity plans, quotas, and pipeline-generation targets that drive the right outcomes across direct and partner motions. You will be the hands-on owner of the planning models and a trusted partner to GTM and Finance leadership, balancing competitiveness, simplicity, scalability, and financial discipline.

You will lead headcount capacity planning and overall target design (booking, consumption, pipegen), and partner with finance, field ops and GTM leadership to align headcount, top level targets and compute supply.Your work will directly influence revenue predictability, seller behavior, retention, and long-term growth.

This is not a pure admin seat and not a blank-slate build. You inherit working capacity and target models and extend them as Fireworks scales.

Consumption and hybrid commit + usage economics are core to how we sell and how our business grows. The right candidate has intimate knowledge of business models that rely on a usage-based or hybrid commercial model — not only license ARR — and can design capacity plans that meet our strategic objectives.

Qualifications

• 6+ years in GTM planning, quota setting, and/or productivity-related revenue operations workstreams

• Strong understanding of go-to-market design and sales planning, including how capacity, quota, and pipeline targets fit together

• Significant experience presenting analysis to senior leaders and closely partnering with leaders at the Director and VP level

• Advanced analytical and financial modeling skills with a superb ability to drive high value insights

• Hands-on experience building headcount, ramp, and quota capacity models for a consumption-based or hybrid commit-plus-usage business

• SQL and BI fluency, and experience with a planning or forecasting platform (for example Anaplan, Clari or Xactly)

• BA/BS degree in engineering, accounting, finance, economics or other quantitative fields preferred

Preferred

• Experience at an AI/ML infrastructure, developer tools, or API-first company

• Familiarity with manager overrides, overlay roles (e.g. SAs / field engineers), marketplace/channel nuances, and self-serve → sales-assisted conversions

• Experience planning through a period of hypergrowth

• Background in investment banking, finance or management consulting