AI Native Account Executive, Compute

The role

You will own new-logo acquisition for AI-native startups and neolabs by selling fal's compute offering. This includes dedicated GPU clusters, reserved and on-demand capacity, and the inference platform.

What you will do

• Own all net-new logo acquisition across AI-native startups, neolabs and research-driven model builders.
• Build pipeline from scratch through founder and investor networks, targeted outbound, community and events.
• Use product data to identify developers ready for larger compute commitments.
• Engage founders, CTOs, heads of research and infrastructure leads.
• Run deep discovery on customer workloads including training, fine-tuning, and inference.
• Partner with Solutions Engineering on benchmarks, proofs of concept and architecture reviews.
• Translate technical requirements into a clear business case.
• Design commercial agreements for reserved clusters, on-demand, burst capacity, and prepaid commitments.
• Work with capacity, finance and deal desk teams to secure supply and structure deals.
• Bring customer and market feedback to Product, Infrastructure and Leadership.

Required qualifications

• 5+ years of full-cycle B2B sales experience with a record of meeting or beating quota in a closing role.
• 2+ years selling cloud infrastructure, GPU compute, AI/ML platforms or developer tools.
• Ability to sell technical products to technical buyers.
• Understanding of how funding cycles, runway and competitive pressure drive buying.
• Technical credibility to converse with ML engineers or research leads about GPU generations, interconnect, cluster sizing, training vs. inference economics, and utilization.
• Ability to generate a large share of own pipeline.
• Strong commercial judgment.
• Low ego, high ownership.

Nice to have

• 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
• Relocation help to San Francisco
• Health, dental, and vision insurance (US)
• Regular team events and offsites

Before you apply

• We offer visa sponsorship and will help you relocate to San Francisco.

About the company

fal is the generative media ecosystem powering the next generation of AI products. They build infrastructure, tools, and model access for developers and enterprises.