Strategic Account Lead

Location: San Francisco Workplace: OnSite 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. REQUIREMENTS/NICE TO HAVE: - 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. WHAT WE OFFER AT FAL - Interesting and challenging work - Competitive salary and equity - A lot of learning and growth opportunities - Health, dental, and vision insurance (US) - Regular team events and offsites 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.