The RoleWe're seeking a seasoned enablement builder-operator to take on a foundational role in standing up GTM Enablement as Fireworks scales its go-to-market motion. The role sits in the Revenue Operations organization and reports to the Head of GTM Enablement.
As a Principal GTM Enablement Manager, you'll co-develop and co-deliver Firecademy, our monthly in-person onboarding program, with an eye toward full ownership over time. You'll also lay the foundation for role-based ramp journeys that get every Account Executive, AI Field Engineer, and BDR productive fast. And you'll support the ongoing readiness that keeps our field ahead of the pace of product innovation and industry evolution.
You bring the fundamentals of great enablement: deep facilitation and content-building chops, strong program management, fluency across sales methodologies, and excellent stakeholder management. As our on-site point of contact in San Mateo, you'll partner closely with Product, Marketing, and Sales Leadership to turn a rapidly evolving product into field readiness. And you'll go further than most enablers: you build the tools you teach, with hands-on experience creating AI agents that lift seller efficiency.
Please Note: This is initially an individual contributor role reporting to the Head of GTM Enablement. It follows the San Mateo in-office policy (Monday/Wednesday/Friday), plus full weeks during the monthly Firecademy onboarding program.
What You'll Own- Develop & Deliver Firecademy and role-based ramp:
Co-develop and co-deliver Firecademy, our monthly in-person onboarding program, with the intention of full ownership within the first 6 months. Lay the foundation for the role-based ramp journey, spanning live trainings, eLearnings, and manager-led activities, with role-specific paths so every new Account Executive, AI Field Engineer, and BDR ramps consistently and productively. - Build and deliver enablement content and programs:
Design and deliver novel training programs with subject-matter experts across product knowledge, sales skills, competitive positioning, and internal process, and facilitate high-impact live and virtual sessions for audiences from new ICs to senior leaders in support of ongoing enablement across the AI Native and Enterprise segments. Partner with Product and Marketing to translate new product primitives into field-ready enablement, and lead the execution of critical GTM programs alongside cross-functional leaders across Sales, Field Engineering, Marketing, and Product. - Codify field best practices and influence the GTM motion:
Synthesize ground truth from real customer engagements and enablement outcomes to surface and codify best practices, deliver them to the field, and feed insight upstream to shape the evolving GTM motion. Represent enablement to senior GTM and Revenue Operations leadership with clear read-outs on progress, gaps, and impact. - Help define the future of agentic enablement:Shape what agentic enablement looks like at Fireworks, designing and shipping AI agents that lift Account Executive efficiency and surface Revenue Operations insight, building on the foundations laid by our GTM Engineering team.
Minimum Qualifications- 10+ years of total experience across GTM enablement, sales, or solutions roles (2+ years within Enablement)
- Built enablement and onboarding programs from scratch, not inherited and maintained
- Elite at both content development and live facilitation (multi-day sessions to groups of 20 or more), and a trusted cross-functional partner to senior GTM leadership
- Has personally built AI agents or apps, deployed at scale, to drive seller or operations productivity, through prompting, no-code, low-code, or code (engineering degree not required)
- Proven ability to enable technical sellers to sell credibly to technical buyers
- Fluency across multiple sales methodologies, not dependent on any single named framework
- Thrives in ambiguity, extreme ownership, and the pace of a high-growth startup
- Based in the San Mateo area and able to meet the in-office policy
Preferred Qualifications- Prior experience as a quota-carrying field IC (Account Executive, AI Field Engineer, or similar)
- Experience leading or managing a GTM team
- Background in AI/ML infrastructure, developer tools, or API-first and consumption-based businesses, with literacy in usage-based pricing models
- Familiarity with modern enablement tooling and systems (LMS, CMS, CRM, and enablement platforms)
