Partnerships Lead

About the role

We're hiring a high-ownership sales operator to drive sourced pipeline and revenue through the Microsoft Azure channel.

This is a quota-carrying, field-facing role. You'll map Microsoft's ISV and enterprise field org, activate co-sell motions with the right PDMs and AEs, and build the repeatable sales plays that move customers to Fireworks AI through Azure Foundry. You'll own the forecast and the number.

The playbook doesn't fully exist yet. You'll have real influence over how we engage Microsoft's field teams, what good looks like for partner-sourced pipeline, and how we build a co-sell motion that scales across ISV and enterprise segments. If you thrive when you're creating from scratch and can hold yourself accountable to a number while doing it, this is the role.

You're a good fit if you

• Have 7+ years in GTM, partnerships, or field sales at a technology company - and a track record of operating fast when the environment changes

• Know how Microsoft's field org actually works: account teams, SSPs, GBBs, marketplace mechanics, co-sell programs, MACC spend, partner incentives - and how to activate them at the deal level

• Build systems, not just run plays. You document the motion, create the playbooks, and make it repeatable

• Are comfortable owning a number before all the conditions are perfect, and stay accountable on pipeline sourcing, progression, forecasting

• Can communicate clearly and concisely - you translate complex platform capabilities into a value story a non-technical field seller can use in front of a customer

• Hold yourself accountable to pipeline hygiene and forecast accuracy - not just relationship depth

Nice to have

• Experience working at or within a hyperscaler partner ecosystem (Microsoft, AWS, GCP)

• Experience selling or partnering in AI/ML infrastructure, model serving, or MLOps

• Experience working with ISVs at the platform layer - understanding their build-vs-buy decisions and procurement dynamics

• Non-linear career path - varied, scrappy backgrounds carry real weight here