[Remote] Account Executive, Enterprise

Note: The job is a remote job and is open to candidates in USA. fal is hiring an Enterprise Account Executive for its Compute team. The role focuses on acquiring new AI-native customers, selling GPU compute and inference offerings, managing technical sales cycles, and helping shape fal’s go-to-market approach.

Responsibilities

• 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
• 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
• 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
• 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
• 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

Skills

• 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
• 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
• You've generated a large share of your own pipeline and you're energized, not intimidated, by a blank territory
• You know when a long-term reservation is the right answer for a customer and when flexibility matters
• You structure deals that set customers up to grow
• 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

Benefits

• Interesting and challenging work
• A lot of learning and growth opportunities
• Visa sponsorship and help with relocation to San Francisco
• Health, dental, and vision insurance (US)
• Regular team events and offsites

Company Overview