Strategic Account Lead

fal - Features & Labels; San Francisco (CA); On-site; USD 250,000 - 300,000; Full time

Job summary

fal is a rapidly scaling platform powering AI-driven media products. This senior, individual-contributor business development role owns strategic relationships with studios, streamers, and platforms, and drives the go-to-market motion for the vertical.

You’ll partner with executives and product teams to shape our commercial path and product roadmap. You will manage high-value accounts end-to-end, exceed revenue targets, and translate complex tech concepts into business value for both technical

Qualifications

• 10+ years selling into enterprise with technical buyers in media, entertainment, gaming, or sports.
• Proven record owning $10M+ revenue portfolios and meeting quota for 3+ years.
• Experience building new-business and go-to-market motions.
• Ability to manage complex multi-stakeholder deals and interact with C-level executives.
• Ability to translate technical concepts into clear business value.
• Experience leading customer events and turning them into strategy.

Responsibilities

• Own a book of high-value media, gaming, and sports accounts end to end.
• Build the go-to-market motion for the vertical and create the playbook.
• Carry and exceed a consumption-based revenue target with pipeline discipline.
• Partner with engineering and product to scope and deliver technical customer solutions.
• Run executive engagements - briefings, QBRs, and industry events.
• Turn account and market signals into customer strategy and product roadmap.
• Stay ahead of the AI and generative-media landscape and share insights with customers.

Skills

Enterprise sales

Revenue portfolio ownership

Go-to-market strategy

Executive engagement

Technical storytelling

Event leadership

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.

About the role

This is a senior, individual-contributor business development seat with real ownership. You'll open and grow fal's most important relationships across studios, streamers, and the platforms serving them. You won't inherit a machine - you'll build the go-to-market motion for this vertical and set the playbook others will run.

You'll partner closely with our VP of Sales, founders, engineering, and product teams, and your work will directly shape both our commercial trajectory and the product itself.

What You'll Do

• Own a book of high-value media, gaming, and sports accounts end to end - from first conversation to signed, live, and growing.

• Build the go-to-market motion for the vertical: identify where fal wins, design the approach, and create the playbook.

• Carry and exceed a consumption-based revenue target, with rigorous forecasting and pipeline discipline.

• Partner with engineering and product to scope and deliver complex, technical customer solutions.

• Run executive engagements - briefings, QBRs, and industry events - that make fal's impact undeniable to C-level buyers.

• Turn account and market signals into insight that guides both customer strategy and our product roadmap.

• Stay ahead of the AI and generative-media landscape and bring that intelligence back to customers and the team.

What You'll Bring

• 10+ years selling into enterprise, ideally to developer, engineering, or technical buyers - with meaningful time in media, entertainment, gaming, or sports.

• A proven record owning $10M+ revenue portfolios and hitting or beating quota for 3+ years.

• Experience building new-business and go-to-market motions, not just running established ones.

• Command of complex, multi-stakeholder deal strategy and comfort working directly with C-level executives inside large organizations.

• The ability to translate deep technical concepts into clear business value for technical and non-technical audiences alike.

• Fluency in leading customer events (CABs, conferences, launches) and synthesizing them into strategy.

You'll Thrive Here If You

• Lead with empathy and curiosity. You invest in understanding your customers' priorities and how generative media advances their goals.

• Are passionate about AI. You're energized by what generative models are doing to creativity, media, and business.

• Love to build. You do your best work in fast-growing environments where you can shape systems, processes, and playbooks from the ground up.

• Welcome ambiguity. You meet new challenges with creativity, persistence, and an experimental mindset.

Why fal

At fal, you'll join a rapidly scaling company defining how AI moves from experimentation to production. This is an opportunity to shape the future of enterprise AI adoption while building deep relationships with customers who are transforming their industries through intelligent technology.

Compensation

• $250,000 - $300,000 OTE + equity + comprehensive benefits package

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.