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Fal is a generative media platform providing infrastructure, tools, and model access for AI teams to move from idea to production at scale. The company offers high-performance inference, orchestration, and observability for developers and enterprises building AI-native products.
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 territory from scratch and help define how fal takes compute to market.
Key responsibilities include:
• Building and owning net-new logo acquisition across a defined set of AI-native startups, neolabs, and research-driven model builders
• Generating pipeline from scratch through founder and investor networks, targeted outbound, community engagement, and market signals (fresh fundraises, new model releases, hiring sprees)
• Leveraging fal's product data to identify developers and teams already on the platform whose usage indicates readiness for larger compute commitments
• Maintaining a focused, prioritized target list of the 30 most important companies each quarter
• Engaging founders, CTOs, heads of research, and infrastructure leads early in their buying journey
• Running deep discovery on customer workloads: training vs. fine-tuning vs. inference, model architecture and scale, GPU generation and cluster topology, storage and networking, utilization targets and timeline
• Partnering with Solutions Engineering on benchmarks, proofs of concept, and architecture reviews demonstrating fal's performance and reliability
• Translating technical requirements into clear business cases around time-to-cluster, price-performance, flexibility, and total cost
• Designing commercial agreements that fit how fast-growing AI companies operate: reserved clusters, on-demand and burst capacity, prepaid commitments, and blended platform agreements
• Working with capacity, finance, and deal desk teams to secure supply and structure mutually beneficial deals
• Running full-cycle sales from first conversation through negotiation and signature
• Expanding with customers as they scale from experimentation to large training runs to production inference
• Building multi-threaded relationships to become the first call for future capacity needs
• Providing structured customer and market feedback to Product, Infrastructure, and Leadership
• Helping build the playbook as one of the first sellers dedicated to this segment
• Maintaining accurate forecasting and pipeline management 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 to technical buyers
• Deep familiarity with startup and AI-native buyer dynamics, including how funding cycles, runway, and competitive pressure drive purchasing decisions
• Technical credibility to hold substantive conversations with ML engineers and research leads about GPU generations, interconnect, cluster sizing, training vs. inference economics, and utilization
• Demonstrated ability to generate a large share of your own pipeline and comfort with building territory from scratch
• Strong commercial judgment in structuring deals that enable customer growth
• Collaborative approach with Solutions Engineering, Product, and Finance teams with high ownership mentality
Nice to have:
• Experience at a GPU cloud, neocloud, hyperscaler startup, or AI infrastructure company
• Existing relationships across the 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
