Channel Sales Manager, EMEA

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. 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 accounts * Gain a deep understanding of Fireworks AI's offerings and value proposition, effectively articulating them in the market * Focus on pipeline generation within your targeted accounts to ensure long-term success * Interact with and leverage the Channel and Alliance partner community to find new opportunities and drive existing deals to close * Manage the entire sales cycle from prospecting to procurement * Forecast accurately and leverage internal resources to hit your annual quota efficiently * Regularly update all active accounts, reporting on sales activities, status, and progress * Maintain a high level of customer satisfaction and referenceability * Travel for client visits and presentations as needed MINIMUM REQUIREMENTS: * Bachelor’s degree or equivalent years of working experience  * 5+ years of progressive SaaS software sales experience, with a proven "hunter" mentality * 2+ years experience selling SaaS products to a technical audience * Demonstrated success in closing business in large complex enterprise accounts * Excellent negotiation, analytical, financial, and organizational skills, thriving in an evolving entrepreneurial environment * Outstanding verbal and written communication skills Fireworks AI's goal is to provide competitive cash compensation, equity, and benefits. The compensation offered for this role will be based on multiple factors such as location, the role’s scope and complexity, and the candidate’s experience and expertise, and may vary from the range provided below. The estimated range for total on target earnings (including base salary and on target incentive pay) for candidates in London, UK for this role is £200,000 - £240,000 per year. 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.

WHO WE ARE Verkada is transforming how organizations protect their people and places with an integrated, privacy-sensitive AI-powered platform that includes solutions for video security, access control, air quality sensors, alarms, intercoms, and visitor management.  We’ve got serious momentum in the market: more than 30,000 customers (including 100+ of the Fortune 500), a $5.8B valuation [https://www.cnbc.com/2025/12/03/verkada-capitalg-valuation-security.html], more than $1 billion in annualized bookings, and backing from CapitalG, Sequoia Capital, General Catalyst, Felicis Ventures, Next47 and more. Physical AI is one of the most consequential technology shifts of our time, and Verkada is at the center of it. You can look at all kinds of communities to see our platform’s impact in the world. It's the retailer that uses our agentic AI to deter theft before it happens. The warehouse that uses AI-powered alerts to make sure its team is protected on the floor with proper PPE. The school that’s alerted to a threat in real-time and triggers a lockdown in seconds, not minutes. We’re rapidly scaling this impact: today, more than 2 million Verkada devices are deployed across 170+ countries.  WHO WE ARE Verkada is transforming how organisations protect their people and places with an integrated, privacy-sensitive AI-powered platform that includes solutions for video security, access control, air quality sensors, alarms, intercoms, and visitor management.  We’ve got serious momentum in the market: more than 30,000 customers (including 100+ of the Fortune 500), a $5.8B valuation [https://www.cnbc.com/2025/12/03/verkada-capitalg-valuation-security.html], more than $1 billion in annualized bookings, and backing from CapitalG, Sequoia Capital, General Catalyst, Felicis Ventures, Next47 and more. Physical AI is one of the most consequential technology shifts of our time, and Verkada is at the center of it. You can look at all kinds of communities to see our platform’s impact in the world. It's the retailer that uses our agentic AI to deter theft before it happens. The warehouse that uses AI-powered alerts to make sure its team is protected on the floor with proper PPE. The school that’s alerted to a threat in real-time and triggers a lockdown in seconds, not minutes. We’re rapidly scaling this impact: today, more than 2 million Verkada devices are deployed across 170+ countries.  Verkada is building a world-class sales organisation. Our business requires highly motivated and capable sales professionals. We prioritise drive and demonstrated success in whatever sales role you’ve been in before — we care far less about fancy pedigrees, schools, or a resume with “brand name” companies. We have a fun, positive culture of success, and of course, we pay well. ABOUT THE ROLE The Regional Sales Manager (DACH) is responsible for hiring, managing and mentoring a team of Mid-Market level talent to meet and exceed their sales revenue goals. The Mid-Market team focuses on accounts with full-time employee counts of up to 2,000 employees within the DACH region. Our Account Executives are responsible for maintaining high activity standards; daily prospecting, pipeline growth, prospect qualification, and delivering assigned monthly and quarterly sales revenue targets.  WHAT YOU'LL DO * Lead a team of 7-8 direct reports covering DACH region * Lead, coach, train, and motivate direct reports through pipeline reviews, managing daily and weekly activities, forecasts and closed deals to ensure achievement of individual and team quotas. * Work closely with your team to achieve both revenue and new logo targets * Learn & demonstrate the ability to showcase the Verkada platform across all product lines * Work cross-functionally to align prioritisation & resources amongst channel, sales, product, marketing, recruiting, engineering, and operations. * Work in a fast-paced environment, pivot as needed and adapt quickly to change, as well as be an influencing factor to the team. * Strategic problem solving, project management, proactively addressing problems and surfacing scalable solutions. * Accurately forecast to sales leadership on a weekly, monthly, and quarterly basis * Hire, develop, and lead a world-class team to support revenue targets for your team and the company WHAT YOU BRING * 2-5 years of direct sales management experience  * Team-player mentality, hard-working, and the ability to hold others accountable * Strong oral, written, presentation, and interpersonal skills * Experience developing strong internal and external business relationships across different business departments * Proven track record of hiring, onboarding, and developing external candidates  * Proven track record of reaching and exceeding goals as a Sales Leader and individual contributor * Demonstrate initiative in helping others achieve their goals (i.e. team promotions) * Knowledge of the full Sales cycle, with demonstrated ability to prospect, qualify, and close deals * Bachelor’s degree required * Experience using MEDDPICC methodology is preferred but not required * Salesforce and G-Suite experience is preferred but not required EMPLOYEE BENEFITS Verkada is committed to fostering a workplace environment that prioritizes the holistic health and wellbeing of our employees and their families by offering comprehensive wellness perks, benefits, and resources. Our benefits and perks programs include, but are not limited to: * Healthcare programs that can be tailored to meet the personal health and financial well-being needs - Premiums are 100% covered for the employee under most plans and 100% for family premiums * Private medical and dental coverage * Paid parental leave policy & fertility benefits * Retirement saving options * Time off to relax and recharge through our paid holidays, firmwide extended holidays, generous time off, and personal sick time * Wellness/fitness benefits * Professional development stipend * Healthy lunches provided daily * Commuter benefits VERKADA IS AN EQUAL OPPORTUNITY EMPLOYER As an equal opportunity employer, Verkada is committed to providing employment opportunities to all individuals. All applicants for positions at Verkada will be treated without regard to race, color, ethnicity, religion, sex, gender, gender identity and expression, sexual orientation, national origin, disability, age, marital status, veteran status, pregnancy, or any other basis prohibited by applicable law. Your application will be handled in accordance with our Candidate Privacy Policy [https://www.verkada.com/privacy/candidate-privacy-policy].