Senior Counsel, GTM

fal; San Francisco (CA); On-site; USD 180,000 - 240,000; Full time

Job summary

fal is seeking a Commercial Counsel to be the legal partner to our go-to-market team and keep deals moving without losing sight of risk. You will draft and negotiate enterprise contracts, own the relationship with sales and deal desks, and negotiate AI-specific terms including IP, data use, and content policies.

You’ll handle DPAs and privacy questions, support vendor and marketplace terms, and help scale with tooling improvements.

Qualifications

• 5+ years of commercial legal experience in-house at SaaS/AI.
• Experience negotiating enterprise customer contracts, from standard to complex deals.
• Knowledge of usage-based pricing, SLAs, and data protection (GDPR/CCPA/DPAs).
• Business-partner mindset; clear, plain-language communication.
• Comfort working in a fast, lightly structured environment with shifting priorities.
• Active bar membership in California or eligibility for in-house counsel.

Responsibilities

• Draft and negotiate customer agreements across the book: MSAs, order forms, API, serverless, renewals and expansions.
• Own the legal relationship with sales, account management and deal desk to help close deals.
• Negotiate AI-specific terms: IP, data use, model-provider flow-downs, content policies.
• Handle DPAs, security and privacy questions with privacy and security partners.
• Support model partner and marketplace terms as the catalog grows.
• Flex into infrastructure and vendor agreements with AI Infrastructure counsel when needed.
• Improve templates, playbooks and approval matrix; partner on contract tooling and intake.

Skills

Commercial contracts

In-house counsel

Negotiation

Privacy & data protection

Contract negotiation

Tools

Contracting tools

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.

Our customer base is growing fast, from startups on self-serve plans to global enterprises on custom agreements. We're hiring a Commercial Counsel to be the legal partner to our go-to-market team and to keep deals moving without losing sight of risk.

What you'll do

• Draft and negotiate customer agreements across the book: enterprise MSAs, order forms, API, serverless and renewals and expansions.

• Own the legal relationship with sales, account management and deal desk. Be the person they call first, and help them close.

• Negotiate AI-specific terms: IP and output ownership, data use and retention, model-provider flow-downs, acceptable use and content policies.

• Handle DPAs, security and privacy questions in customer deals, working closely with our privacy and security partners.

• Support model partner and marketplace terms as the catalog grows.

• Flex into infrastructure and vendor agreements alongside our AI Infrastructure counsel when the business needs it.

• Improve our templates, playbooks and approval matrix. Partner with Legal Ops on contract tooling and intake so standard deals get faster every quarter.

What you bring

• 5+ years of commercial legal experience, including meaningful in-house time at a SaaS, cloud, API or AI company.

• A track record of negotiating high volumes of enterprise customer contracts, from standard paper to complex strategic deals.

• Working knowledge of usage-based and consumption pricing models, SLAs, and data protection (GDPR, CCPA, DPAs).

• A business-partner mindset. You're comfortable owning decisions, not just listing options, and you communicate in plain language.

• You keep your balance in a fast, lightly structured environment where priorities shift weekly.

• Active bar membership in good standing (California preferred or able to register as in-house counsel).

Nice to have

• Experience with AI or ML licensing, model partnerships, or content and media licensing.

• Exposure to cloud, compute or infrastructure agreements.

• Experience rolling out or improving contract tooling and playbooks, including using AI to speed up review.

Why this role

• You'll sit at the center of revenue at one of the fastest-growing companies in generative AI.

• You'll get real ownership and direct access to leadership, with room to grow as the legal team scales.

• Meaningful equity in a company growing quickly.

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.