Head of GTM Strategy & Ops - Global Partnerships

The Role

Partnerships are a core growth motion at Fireworks, from cloud co-sell and marketplace motions to system integrators and technology partners. The Head of GTM Strategy & Ops - Global Partnerships is the business partner and strategic thought partner to the VP of Partnerships and the partnerships leadership team. You turn partner strategy into measurable pipeline stages, a reliable weekly operating cadence, and planning and capacity decisions.

You will sit inside the Sales Strategy & Analytics team and work every day with partnerships leadership, partner managers, direct sellers and Finance. You will make partner-sourced and partner-influenced pipeline visible and trustworthy, run the partner forecast and pipeline reviews, and set the rules that keep partners and direct sellers working together.

This is a builder role in a fast-moving startup. Some tooling and reporting exist, much of the operating system around them does not, and priorities change quickly. The right candidate is comfortable defining the process, doing the analysis themselves, and working with partnerships, sales, finance and engineering teams to get it adopted. Fireworks sells on consumption and hybrid commit + usage models, so experience with usage-based revenue is a strong plus.

Qualifications

• 7+ years in partnerships operations, strategy and operations, alliances, sales operations or consulting, including experience as a business partner to a partnerships or sales leader

• Experience building partner pipeline reporting, attribution and forecasting, and a record of making the numbers trusted

• Experience with co-sell, channel, alliance or marketplace motions

• Experience running business reviews or forecast calls that produce decisions

• Strong analytical skills, with comfort in SQL or BI tools

• Credibility with senior leaders and the ability to influence without formal authority

• Comfortable with ambiguity and building structure in a fast-moving startup

• Experience building teams and processes as a business grows and scales

• BA/BS degree in a quantitative field preferred

Preferred

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

• Experience with cloud marketplaces and hyperscaler co-sell programs

• Experience with usage-based or hybrid commit + usage revenue models

• Familiarity with Salesforce partner data and partner relationship management tools

• Hands-on experience building workflows with AI or agentic tools