On-site
SaaS
arbeitnow
About this role
About Us:Fireworks is the platform for specialized intelligence, enabling companies to build, train, and serve AI models tailored to their own data, workflows, and products.
Founded by the team behind PyTorch and backed by AMD, Atreides, Benchmark Capital, Index Ventures, Lightspeed, NVIDIA, Sequoia Capital, and TCV, Fireworks powers production AI with hundreds of state-of-the-art open models across text, image, embedding, audio, and multimodal workloads.
Today, Fireworks is a Series D company valued at $17.5 billion, bringing together an ambitious, collaborative team that's building the future of enterprise AI.The Role:We are seeking an experienced Enterprise Account Executive to join our sales team.
The ideal candidate has a solid track record at early-stage startups, selling to technical stakeholders, and consistently exceeding quotas by closing six-figure deals. This role demands a driven individual capable of navigating the complexities of selling software solutions to large enterprises, with a keen understanding of the technical nuances involved.
Key
Responsibilities:Drive new business opportunities by developing and executing a sales strategy for selling Fireworks AI within targeted accountsGain a deep understanding of Fireworks AI's offerings and value proposition, effectively articulating them in the marketFocus on pipeline generation within your targeted accounts to ensure long-term successInteract with and leverage the Channel and Alliance partner community to find new opportunities and drive existing deals to closeManage the entire sales cycle from prospecting to procurementForecast accurately and leverage internal resources to hit your annual quota efficientlyRegularly update all active accounts, reporting on sales activities, status, and progressMaintain a high level of customer satisfaction and referenceabilityTravel for client visits and presentations as neededMinimum
Requirements:Bachelor’s degree or equivalent years of working experience 5+ years of
Selling Motion
Sales Cycle
Enterprise
6–18 month cycles, complex multi-stakeholder deals
Prospecting
Channel / Partner
Sell through partners, resellers, or alliances
Buyer Persona
C-Suite
Selling to executive decision-makers
Territory
Named Accounts
Pre-assigned list of target companies
Requirements at a Glance
Typical Day — Account Executive
Estimates based on role type and selling motion — actual may vary by company.
SaaS — Interview Intel
Typical Sales Cycle
30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)
Common Buyer Objections
- "We're locked into a contract with [competitor]"
- "We built something in-house already"
- "We don't have budget until next quarter"
- "Our team won't adopt another tool"
Key Industry Metrics
Hot Topics to Reference
- • AI-native product disruption
- • PLG vs sales-led motion debate
- • Vertical SaaS consolidation
- • Usage-based pricing models
Use these insights to speak the buyer's language in interviews.
Tags
Walk me through your discovery process.
Template questionHow do you handle a prospect who goes silent mid-deal?
Template questionTell me about your largest closed deal and the sales cycle.
Template questionHow do you build business cases for stakeholders?
Template questionDescribe a deal you lost and what you learned.
Template questionAccount Executives are the revenue engine of any sales organization — this role will require strong pipeline management and closing skills.
Top SaaS reps often earn significant upside through accelerators once quota is exceeded.
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