Head of GTM Strategy & Ops - Global Partnerships

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. This is a builder role in a fast-moving startup. Fireworks sells on consumption and hybrid commit + usage models, so experience with usage-based revenue is a strong plus.

Responsibilities

Act as strategic thought partner to the VP of Partnerships on where to focus, where to invest and what to stop across partner motions; Help segment and tier partners, and translate partner strategy into joint plans, priorities and measurable goals; Run the weekly, monthly and quarterly business reviews for Partnerships, with clear decisions, owners and deadlines; Prepare executive and board-ready updates on the partner flywheel with the VP of Partnerships; Define stage progression, sourced versus influenced attribution and credit rules for partner pipeline with Sales, RevOps and Finance; Run the partner pipeline and forecast review: inspect deals, pressure-test commits and surface risk early; Own the partner funnel analytics (stage conversion, win rate, sourced versus influenced split), ready for QBRs; Define requirements for partner dashboards, forecasting views and alerts with GTM Analytics and GTM Engineering, and push for automation of weekly reporting; Drive partner annual and in-year planning with Partnerships leadership, Sales and Finance; Set partner pipeline and revenue targets in alignment with the VP of Partnerships and sales leadership; Model partner team capacity and give hiring recommendations that tie headcount to pipeline and revenue goals; Work with Incentive Strategy on how partner contribution is credited and rewarded; Define rules of engagement between partners and direct sellers, including account ownership, deal credit and conflict resolution; Build and maintain co-sell and referral processes, deal registration and CRM hygiene for partner data; Partner with Enablement to onboard partner managers and sellers on partner motions and tools; Track return on partner events and programs; Partner with Finance, Legal, Marketing, Product and Field Engineering so partner priorities are heard and consistently planned for; Use AI and agentic tooling in everyday work, and help partnerships and sales teams do the same

Requirements

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

Nice to have

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