Manager, Business Development (BDR) at Fireworks AI

San Mateo, California, United States -

Full Time

Start Date

Immediate

Expiry Date

29 Sep, 26

Salary

240000.0

Posted On

01 Jul, 26

Experience

5 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

People Management, BDR Management, Pipeline Generation, Sales Playbook Development, Outbound Prospecting, AI/ML Infrastructure Knowledge, CRM Proficiency, Sales Engagement Tooling, Recruiting, Coaching, Verbal Communication, Written Communication

Industry

Software Development

Description

About Us: At Fireworks, we’re building the future of generative AI infrastructure. Our platform delivers the highest-quality models with the fastest and most scalable inference in the industry. We’ve been independently benchmarked as the leader in LLM inference speed and are driving cutting-edge innovation through projects like our own function calling and multimodal models. Fireworks is a Series C company valued at $4 billion and backed by top investors including Benchmark, Sequoia, Lightspeed, Index, and Evantic. We’re an ambitious, collaborative team of builders, founded by veterans of Meta PyTorch and Google Vertex AI. About the Role We’re hiring a leader to build out our BDR function from (almost) zero. It’s a hands-on role that demands a driven builder who is comfortable in real ambiguity: you’ll ship a v1 of the qualification model, outbound motion, and AE handoff, then rewrite it as signal comes in. You're a magnet for talent who loves building and developing a team: recruiting exceptional BDRs, ramping them fast, and making them better every week. The teams adopting AI are choosing their infrastructure right now, and the motion you create determines how far and how fast Fireworks scales. Our GTM culture is FIRE: Face in the place (we sell to developers and ML engineers, and you and your team have to earn the room on inference, latency, and cost); Industrialize (build the Revenue Factory that powers our Token Factory — instrument everything, treat the pipeline engine as a product); Rapid (AI infra deals move fast; the motion you build has to be faster); Engineering Excellence (our buyers are developers, and we match that bar). You’ll report into our VP of Revenue Marketing and partner closely with Sales, Marketing, and Product. What You’ll Build The BDR function from a blank page: the team, the playbook, and the systems behind it The team itself, from day one. Define the profile, build the interview loop, hire, and ramp while the motion is still forming An AI-native, instrumented prospecting motion across inbound and outbound, built and iterated like a product The connective tissue with Marketing and Sales Strategy to convert developer-led demand into enterprise pipeline Minimum Qualifications People management experience: you’ve hired, ramped, and coached reps directly 5+ years in GTM roles with 2+ years managing SDR/BDR teams A track record of generating and scaling pipeline Has built a function, playbook, or team from scratch Deep curiosity about AI/ML, you want to be an expert in inference and infrastructure, not just sell it Hands-on with AI yourself: you actively use tools like Claude Code, Codex, or Cursor to scale your own work, and you'll build a team that does the same Outstanding verbal and written communication skills Preferred Qualifications Experience at an AI/ML, infrastructure, developer-tools, or API-first company, ideally through hypergrowth Has scaled a BDR team through a Series B-to-C-and-beyond inflection Hands-on fluency with CRM and sales engagement tooling (Salesforce, Outreach, Apollo) and AI-native prospecting tools Total compensation for this role also includes meaningful equity in a fast-growing startup, along with a competitive salary and comprehensive benefits package. Base salary is determined by a range of factors including individual qualifications, experience, skills, interview performance, market data, and work location. The listed salary range is intended as a guideline and may be adjusted. On Target Earnings (Plus Equity) $220,000—$240,000 USD 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.

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Responsibilities

Build the BDR function from scratch, including recruiting, hiring, and ramping a team of representatives. Develop the qualification model, outbound motion, and AI-native prospecting systems to convert developer demand into enterprise pipeline.