8+ years of experience as a quota-carrying Account Executive targeting enterprise buyers
Fluency in AI/ML or developer infrastructure to coach technical sellers
Proven ability to drive change with measurable outcomes
Skilled in content development and live facilitation for various seller experience levels
Experience building AI agents or applications to enhance productivity
Ability to thrive in a fast-paced, ambiguous startup environment
Willingness to travel 15-20% within AMER
Responsibilities
Embed in AE leadership to drive change management initiatives
Own deal-execution excellence for experienced AEs through continuous enablement
Optimize and improve the AE ramp program for consistent onboarding outcomes
Surface and scale best practices from top AEs through data analysis and peer showcases
Build AI tools that integrate into AE workflows for enhanced customer interactions
Benefits
Opportunity to shape go-to-market strategy alongside leadership
Engagement in high-impact change management initiatives
Access to continuous professional development and training
Involvement in cutting-edge AI and sales technology
Dynamic work environment with a focus on innovation and growth
Full Job Description
The Role
We're seeking a field-tested sales operator to serve as the dedicated execution and enablement partner for our global Account Executive (AE) organization. As part of Revenue Operations, you'll design the programs and lead the change that keep this team sharp, consistent, and ahead of the curve as Fireworks scales.
This role requires deep domain experience as a former quota-carrying Account Executive. You'll pair sales credibility with business-operations rigor to bring a clear point of view on what great looks like and the program discipline to make changes stick globally. You'll also use your own AI fluency to bring agentic workflows into how AEs work day to day. Your success will be measured in AE outcomes: time-to-first-deal and ramp compliance for new hires, and ramped AE Productivity.
Please Note: This is an individual contributor role reporting to the Head of GTM Enablement. Expect ~15-20% travel for team events and trainings. What You'll Own
Embed in AE leadership and drive critical change management initiatives:Take a standing seat in AE leadership forums, where you'll help shape the segment's go-to-market strategy alongside your RevOps counterpart. As the operating model evolves, you'll drive the execution of the team's most critical initiatives, whether that's a multi-quarter transformation or a fix shipped in days.
Own deal-execution excellence for tenured AEs:Keep experienced AEs sharp with a continuous cadence of AE-specific enablement centered on how we sell: deal strategy, forecasting discipline, and positioning consumption-based pricing. You'll also build the product and AI/ML fluency AEs need to run credible discovery and know when to bring in an AI Field Engineer.
Optimize the AE ramp program and own the outcomes for new AEs:Audit and continuously improve the AE onboarding experience, from our Firecademy onboarding program through full ramp, and make sure every new AE ramps consistently, wherever they sit. You'll be measured on time-to-first-deal and new hire ramp compliance.
Surface and scale AE best practices:Pinpoint what top AEs do differently through call reviews, field conversations, and pipeline and win/loss data. Then scale those patterns across the team with programs like peer showcases, deal reviews, and a curated call library, and feed what you learn back into the broader go-to-market team.
Build the AI tools AEs use on live deals:Design and ship AI agents that work inside the AE workflow, such as account research, call preparation, and deal-strategy coaching, so AEs move faster with customers.
Minimum Qualifications
8+ years of experience, including significant time as a quota-carrying Account Executive selling to enterprise buyers
Working fluency in AI/ML or developer infrastructure, and the credibility to coach sellers who work with technical buyers
A track record of driving change across a team, with the rigor to define, track, and act on the metrics that prove it worked
Strong at both content development and live facilitation, from new-hire cohorts to experienced sellers
Has personally built AI agents or apps, through prompting, no-code, low-code, or code, to drive seller or operational productivity (engineering degree not required)
Thrives in ambiguity, high ownership, and the pace of a high-growth startup
Based in AMER and willing to travel ~15-20%
Preferred Qualifications
Experience as a first- or second-line sales leader, or as Chief of Staff to a GTM leader
AE experience at an AI/ML infrastructure, developer tools, or API-first and consumption-based business, with literacy in usage-based pricing models
Prior ownership of onboarding, ramp, or enablement programs for sellers
Fluency in enterprise sales methodologies (e.g., Command of the Message, MEDDICC) and forecasting discipline
Familiarity with modern enablement tooling and systems (LMS, CMS, CRM, conversation intelligence)
