AI Native Account Executive, Compute at Fal

Job description

fal is the generative media ecosystem powering the next generation of AI products. We build the infrastructure, tools, and model access that teams need to move from idea to production, and do it at scale without compromise. For developers and enterprises, fal is the foundation that makes generative media not just possible, but practical: a unified platform where high-performance inference, orchestration, and observability come together to unlock new categories of AI-native products. As generative media reshapes industries across a market projected to grow by hundreds of billions over the next decade, fal is becoming the ecosystem that ambitious teams build on. ABOUT THE ROLE As an Account Executive on our Compute team, you'll own new-logo acquisition across AI-native startups and neolabs. You'll sell fal's full compute offering: dedicated GPU clusters, reserved and on-demand capacity, and the inference platform that developers already build on. This is a pure hunter role. You won't inherit a book. You'll build one, and with it you'll help define how fal takes compute to market. WHAT YOU'LL DO Build and own your pipeline - Own all net-new logo acquisition across a defined set of AI-native startups, neolabs and research-driven model builders. - Build pipeline from scratch through founder and investor networks, targeted outbound, community and events, and the market signals that tell you a team is about to need compute: a fresh fundraise, a new model release, a hiring spree in research. - Use fal's product data to spot developers and teams already building on our platform whose usage shows they're ready for a larger compute commitment. - Keep a focused, prioritized target list. Know which 30 companies matter most this quarter and why. Lead technical, consultative sales cycles - Engage founders, CTOs, heads of research and infrastructure leads early, often before a formal buying process exists. - Run deep discovery on each customer's workloads: training vs. fine-tuning vs. inference, model architecture and scale, GPU generation and cluster topology, storage and networking, utilization targets and timeline. - Partner with Solutions Engineering on benchmarks, proofs of concept and architecture reviews that show fal's performance and reliability on the customer's own workloads. - Translate technical requirements into a clear business case: time-to-cluster, price-performance, flexibility and total cost. Structure and close compute deals - Design commercial agreements that fit how fast-growing AI companies actually operate: reserved clusters, on-demand and burst capacity, prepaid commitments, and blended platform agreements. - Work with our capacity, finance and deal desk teams to secure supply and structure deals that work for both the customer and fal. - Run the full cycle from first conversation through negotiation and signature, keeping momentum through commercial, technical and legal review. Grow with your customers - Land with an initial workload, then expand as customers scale from experimentation to large training runs to production inference. - Build multi-threaded relationships so fal is the first call when a customer's next capacity need appears. - Hand off smoothly and stay aligned with Account Management and Customer Success as accounts mature. Shape the business - Bring structured customer and market feedback to Product, Infrastructure and Leadership: what's winning, what's missing, and what competitors are doing. - Help build the playbook. You'll be among the first sellers dedicated to this segment, and your input will shape how the motion scales. - Keep forecasting accurate and pipeline up to date in Salesforce. QUALIFICATIONS/NICE TO HAVE: - 5+ years of full-cycle B2B sales experience, with a consistent record of meeting or beating quota in a closing role. - 2+ years selling cloud infrastructure, GPU compute, AI/ML platforms or developer tools. You've sold technical products to technical buyers and you're fluent in the conversation. - Startup and AI-native buyers are your home turf. You understand how funding cycles, runway and competitive pressure drive buying, and you know how to move at their pace. - Technical credibility. You can hold a real conversation with an ML engineer or research lead about GPU generations, interconnect, cluster sizing, training vs. inference economics, and why utilization matters. You don't need to be an engineer, but engineers should be glad you're on the call. - A builder's approach to pipeline. You've generated a large share of your own pipeline and you're energized, not intimidated, by a blank territory. - Strong commercial judgment. You know when a long-term reservation is the right answer for a customer and when flexibility matters more. You structure deals that set customers up to grow. - Low ego, high ownership. You collaborate closely with Solutions Engineering, Product and Finance, and you take accountability for outcomes. - Experience at a GPU cloud, neocloud, hyperscaler startup team, or AI infrastructure company - Existing relationships across the AI startup, research and venture capital ecosystem - Experience with usage- or consumption-based business models - A track record of turning self-serve or product-led adoption into larger committed contracts - Familiarity with generative media (image, video, audio, 3D) or foundation model development - Familiarity with structured sales methods such as MEDDPICC WHAT WE OFFER AT FAL - Interesting and challenging work - A lot of learning and growth opportunities - We offer visa sponsorship and will help you relocate to San Francisco. - Health, dental, and vision insurance (US) - Regular team events and offsites COMPENSATION - $ 250,000- $325,000 + equity + comprehensive benefits package U.S. EQUAL EMPLOYMENT OPPORTUNITY INFORMATION: fal provides equal employment opportunities to applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or any other classification protected by applicable law.

Requirements

Must-haves

As generative media reshapes industries across a market projected to grow by hundreds of billions over the next decade, fal is becoming the ecosystem that ambitious teams build on.
Build and own your pipeline
Own all net-new logo acquisition across a defined set of AI-native startups, neolabs and research-driven model builders.
Use fal's product data to spot developers and teams already building on our platform whose usage shows they're ready for a larger compute commitment.
Keep a focused, prioritized target list. Know which 30 companies matter most this quarter and why.
Lead technical, consultative sales cycles
Engage founders, CTOs, heads of research and infrastructure leads early, often before a formal buying process exists.
Run deep discovery on each customer's workloads: training vs. fine-tuning vs. inference, model architecture and scale, GPU generation and cluster topology, storage and networking, utilization targets and timeline.
Partner with Solutions Engineering on benchmarks, proofs of concept and architecture reviews that show fal's performance and reliability on the customer's own workloads.
Translate technical requirements into a clear business case: time-to-cluster, price-performance, flexibility and total cost.
Structure and close compute deals
Design commercial agreements that fit how fast-growing AI companies actually operate: reserved clusters, on-demand and burst capacity, prepaid commitments, and blended platform agreements.
Work with our capacity, finance and deal desk teams to secure supply and structure deals that work for both the customer and fal.
Run the full cycle from first conversation through negotiation and signature, keeping momentum through commercial, technical and legal review.
Grow with your customers
Land with an initial workload, then expand as customers scale from experimentation to large training runs to production inference.
Build multi-threaded relationships so fal is the first call when a customer's next capacity need appears.
Hand off smoothly and stay aligned with Account Management and Customer Success as accounts mature.
Shape the business
Bring structured customer and market feedback to Product, Infrastructure and Leadership: what's winning, what's missing, and what competitors are doing.
Help build the playbook. You'll be among the first sellers dedicated to this segment, and your input will shape how the motion scales.
Keep forecasting accurate and pipeline up to date in Salesforce.
5+ years of full-cycle B2B sales experience, with a consistent record of meeting or beating quota in a closing role.
2+ years selling cloud infrastructure, GPU compute, AI/ML platforms or developer tools. You've sold technical products to technical buyers and you're fluent in the conversation.

Nice-to-haves

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aiml

Platform: ashby
Effort: quick

Benefits

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Dental

Vision