Startup Partnerships Lead

About Us:

Here at Fireworks, we’re building the future of generative AI infrastructure. Fireworks offers the generative AI platform with the highest-quality models and the fastest, most scalable inference. We’ve been independently benchmarked to have the fastest LLM inference and have been getting great traction with innovative research projects, like our own function calling and multi-modal models. Fireworks is funded by top investors, like Benchmark and Sequoia, and we’re an ambitious, fun team composed primarily of veterans from Pytorch and Google Vertex AI.

The Role:

As the Startup Partnership Lead at Fireworks, you will drive transformative growth and strategic alignment by forging and managing high-impact startup partnerships. You will drive the adoption of Firework's cutting-edge AI capabilities within the startup ecosystem. This role will focus on building and expanding relationships with cloud ecosystem partners (e.g., AWS, GCP), regional system integrators, and ISV partners, developing joint go-to-market (GTM) strategies, building a startups sales pipeline, and accelerating revenue.

Key Responsibilities:

• Own and expand partnerships with strategic partners (Cloud, Consulting, Ecosystem) to drive pipeline and revenue. Work closely with Fireworks and partners’ sales teams to identify, develop, and close deals with a focus on startup sales.
• Coordinate with Firework's cloud partners to align startup programs to maximize joint impact and drive co-sell engagements with startups
• Build relationships with key startup influencers, venture capitalists, accelerators, and entrepreneurial communities
• Create joint enablement content, documentation, and trainings with our partners to help startups effectively utilize Firework's technology
• Plan and execute startup-focused events, campaigns, and promotions to drive awareness and adoption 
• Gather product feedback and represent the needs of the startup community to inform Firework’s product roadmap
• Track KPIs, revenue impact, and pipeline progression to measure success and refine partnership strategies

Minimum Requirements:

• 5+ years of experience in partnerships, business development, or alliances within the AI/ML, Cloud, and Data ecosystem
• Proven track record of building and managing a sales pipeline, negotiating agreements, and scaling partnerships with Cloud, Consulting, SIs, and Ecosystem partners
• Deep understanding of the startup ecosystem and the unique needs of high-growth founders and developer teams
• Strong program management skills, with the ability to drive cross-functional initiatives from idea to execution
• Excellent communication and relationship-building skills, with the ability to engage both technical and non-technical audiences

Why Fireworks AI?

• Solve Hard Problems: Tackle challenges at the forefront of AI infrastructure, from low-latency inference to scalable model serving.
• Build What’s Next: Work with bleeding-edge technology that impacts how businesses and developers harness AI globally.
• Ownership & Impact: Join a fast-growing, passionate team where your work directly shapes the future of AI—no bureaucracy, just results.
• Learn from the Best: Collaborate with world-class engineers and AI researchers who thrive on curiosity and innovation.

Fireworks AI is an equal-opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all innovators.