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AI Native Account Executive, Compute

fal.ai· Sales
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Remote$250k - $325kFull-timePosted 2d ago

About the role

Account Executive on the Compute team responsible for new-logo acquisition and selling fal's full compute offering (dedicated GPU clusters, reserved/on-demand capacity, and the inference platform) to AI-native startups, neolabs, and research-driven model builders.

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 market signals indicating compute需求 (e.g., fresh fundraise, new model release, hiring spree in research).
  • Use fal's product data to identify developers and teams ready for larger compute commitments.
  • Maintain a focused, prioritized target list of the top 30 companies for the quarter.
  • Engage founders, CTOs, heads of research and infrastructure leads early, often before a formal buying process exists.
  • Run deep discovery on workloads (training vs. fine-tuning vs. inference, model architecture/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.
  • Translate technical requirements into a clear business case (time-to-cluster, price-performance, flexibility, total cost).
  • Design commercial agreements (reserved clusters, on-demand/burst capacity, prepaid commitments, blended platform agreements).
  • Collaborate with capacity, finance and deal desk teams to secure supply and structure deals.
  • Own the full cycle from initial conversation to negotiation and signature.
  • Land initial workloads and expand as customers scale to large training runs and production inference.
  • Build multi-threaded relationships to become the primary contact for future capacity needs.
  • Hand off to Account Management and Customer Success as accounts mature.
  • Provide market and customer feedback to Product, Infrastructure and Leadership; help build the go-to-market playbook and keep Salesforce pipeline updated.

Qualifications

  • 5+ years of full-cycle B2B sales experience with a track record of meeting or beating quota in closing roles.
  • 2+ years selling cloud infrastructure, GPU compute, AI/ML platforms or developer tools to technical buyers.
  • Experience with AI-native startups, startups, and research/venture-capital ecosystems.
  • Technical credibility to converse with ML engineers or research leads about GPU generations, interconnect, cluster sizing, training vs. inference economics, and utilization.
  • Proven ability to generate own pipeline.
  • Strong commercial judgment for long-term reservations vs. flexibility.
  • Low ego, high ownership and cross-functional collaboration with Solutions Engineering, Product and Finance.
  • Experience at a GPU cloud, neocloud, hyperscaler startup team, or AI infrastructure company.
  • Existing relationships across AI startups, research and VC ecosystem.
  • Experience with usage- or consumption-based business models.
  • Track record of turning self-serve or product-led growth into larger contracts.
  • Familiarity with generative media or foundation model development.
  • Familiarity with MEDDPICC or structured sales methodologies.

Skills

Required:Full-cycle B2B salesTechnical credibility with ML/AI buyersPipeline development

Benefits

  • Visa sponsorship and relocation assistance to San Francisco.
  • Health, dental, and vision insurance (US).
  • Regular team events and offsites.
  • Interesting and challenging work.
  • Learning and growth opportunities.
Last updated Oct 24, 2026. Interested? Apply on the company site.

About fal.ai

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