Account Executive, Enterprise

About the role

You are a seasoned Account Executive with a proven track record of driving significant revenue growth in AI, SaaS, or technology startups. You excel at navigating complex sales cycles, building long-term relationships with enterprise customers, and leading strategic negotiations. By leveraging your deep understanding of AI infrastructure, you will help innovative organizations adopt fal's platform, amplify their capabilities, and shape the future of AI-powered media on a global scale. You will own the end-to-end sales process for strategic enterprise accounts, translating the technical strengths of the fal platform into clear business outcomes for decision-makers. You will act as the primary executive advocate for fal, building trust at the C-suite level and aligning long-term platform vision with customer transformation goals. You will identify and penetrate new verticals, expanding the footprint of existing accounts while discovering and winning new logo opportunities in high-potential markets. You will synthesize complex technical capabilities into compelling commercial narratives that directly tie to revenue growth, cost savings, and risk mitigation for the customer. You will serve as a critical bridge between customer needs and internal product strategy, ensuring that market feedback directly informs the evolution of the fal platform.

Key facts

What you'll do

Conduct in-depth discovery sessions to map strategic enterprise challenges to the AI infrastructure capabilities of the fal platform.

Develop and own multi-year strategic account plans that outline growth vectors, adoption milestones, and executive sponsorship targets.

Lead persuasive product demonstrations for C-suite and technical audiences, clearly articulating how fal de-risks deployment and accelerates time-to-value.

Negotiate and close complex, enterprise-level agreements that balance technical requirements, legal terms, and financial objectives.

Build and maintain executive-level relationships with key decision-makers, positioning fal as a mission-critical infrastructure partner.

Collaborate closely with Product and Engineering teams to translate customer feedback into prioritized roadmap improvements and new feature requirements.

Analyze pipeline metrics and sales performance data to identify bottlenecks, refine playbooks, and drive continuous improvement in conversion rates.

Champion customer success by ensuring smooth onboarding, adoption planning, and ongoing value realization post-sale.

Mentor junior sales professionals through role-playing, deal review sessions, and coaching on enterprise selling best practices.

Represent fal at industry conferences, executive briefings, and strategic events to strengthen brand presence and generate high quality demand.

Perform detailed competitive analysis to highlight differentiators of the fal platform and inform positioning against alternative solutions.

Establish pricing and packaging strategies that reflect value delivered while maintaining strong gross margin profiles for the business.

Maintain rigorous documentation of all sales activities, ensuring transparency for stakeholders and supporting accurate forecasting.

Act as a subject matter expert on AI infrastructure sales trends, applying insights to refine targeting and messaging continuously.

Requirements

Bring a minimum of 5 years of B2B sales experience focused on AI, SaaS, or technology startups with a consistent history of exceeding quotas.

Demonstrate a proven ability to engage and sell to C-suite and other high-level decision-makers within complex, multi-stakeholder organizations.

Showcase exceptional negotiation skills, managing multi-stakeholder deals that involve technical, legal, and financial considerations.

Exhibit outstanding communication and presentation abilities, capable of explaining sophisticated AI infrastructure concepts to both technical and non-technical audiences.

Embody a growth mindset with a deep passion for generative AI and a drive to pioneer cutting-edge solutions within a fast-paced, high-growth environment.

Thrive in a results-driven culture where ambitious targets demand disciplined execution, ownership, and relentless accountability.

Have experience working with enterprise customers in regulated or high-stakes environments where reliability, security, and compliance are paramount.

Be comfortable operating autonomously across global time zones, collaborating with distributed engineering, product, and customer success teams.

Practical notes

We are currently hiring in downtown San Francisco.

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

Health, dental, and vision insurance (US)

Regular team events and offsites