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fal is a generative media infrastructure platform that powers AI products at scale. The company provides high-performance inference, orchestration, observability, and GPU compute for developers and enterprises building AI-native applications.
As an Account Executive on the Compute team, you will own new-logo acquisition across AI-native startups and research-driven model builders. This is a pure hunter role with no inherited book—you will build your pipeline from scratch and help define how fal takes compute to market.
Key Responsibilities:
- Build and own your pipeline: Drive net-new logo acquisition across a defined set of AI-native startups, neolabs, and research-driven model builders. Generate pipeline through founder and investor networks, targeted outbound, community engagement, events, and market signals (fresh fundraises, new model releases, hiring sprees in research). Use fal's product data to identify developers and teams already building on the platform whose usage indicates readiness for larger compute commitments.
- Lead technical, consultative sales cycles: Engage founders, CTOs, heads of research, and infrastructure leads early, often before formal buying processes exist. Run deep discovery on customer workloads (training vs. fine-tuning vs. inference, model architecture, GPU generation, cluster topology, storage, networking, utilization targets, timeline). Partner with Solutions Engineering on benchmarks, proofs of concept, and architecture reviews. Translate technical requirements into clear business cases around time-to-cluster, price-performance, flexibility, and total cost.
- Structure and close compute deals: Design commercial agreements that fit how fast-growing AI companies operate (reserved clusters, on-demand/burst capacity, prepaid commitments, blended platform agreements). Work with capacity, finance, and deal desk teams to secure supply and structure mutually beneficial deals. Run the full cycle from first conversation through negotiation and signature.
- Grow with your customers: Land with an initial workload, then expand as customers scale. Build multi-threaded relationships. Hand off smoothly to Account Management and Customer Success as accounts mature.
- Shape the business: Bring structured customer and market feedback to Product, Infrastructure, and Leadership. Help build the playbook as one of the first sellers dedicated to this segment. Maintain accurate forecasting and pipeline in Salesforce.
Requirements:
- 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
- Proven ability to sell technical products to technical buyers; fluency in technical conversations
- Deep understanding of startup and AI-native buyer dynamics, funding cycles, runway, and competitive pressures
- Technical credibility: ability to discuss GPU generations, interconnect, cluster sizing, training vs. inference economics, and utilization with ML engineers and research leads (not required to be an engineer, but engineers should value your participation)
- Strong pipeline generation skills; energized by building territory from scratch
- Strong commercial judgment; ability to structure deals that support customer growth
- Low ego, high ownership; collaborative approach with Solutions Engineering, Product, and Finance
Nice to Have:
- Experience at a GPU cloud, neocloud, hyperscaler startup, or AI infrastructure company
- Existing relationships across AI startup, research, and venture capital ecosystem
- Experience with usage- or consumption-based business models
- Track record of converting 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
