Strategic Account Lead

About the role

You will architect and own the strategic engagement model for fal's most significant media, gaming, and sports accounts. This role requires you to establish the foundational playbook for enterprise adoption of generative media infrastructure. You will act as the primary interface between Fal and its largest customers, translating complex platform capabilities into clear business outcomes. The position demands that you build and maintain relationships at the executive level while ensuring commercial objectives are met. You will collaborate directly with the VP of Sales, founders, engineering, and product teams to align platform development with customer needs. A core part of your responsibility involves synthesizing market feedback and converting it into actionable insights for internal strategy. You will champion the evolution of generative media, ensuring stakeholders understand the associated risks and opportunities. Ultimately, you will drive the expansion and retention of a portfolio of accounts that is critical to the company's growth trajectory.

Key facts

What you'll do

Orchestrate the end-to-end lifecycle management of strategic accounts, encompassing acquisition, expansion, and renewal within the media, gaming, and sports sectors.

Architect the vertical go-to-market strategy for fal's generative media platform, identifying high-value use cases and designing scalable adoption frameworks.

Assume full ownership of revenue targets for a designated portfolio, driving consumption-based revenue growth through disciplined forecasting and pipeline management.

Conduct executive-level briefings, quarterly business reviews, and strategic planning sessions to articulate the tangible impact and ROI of Fal's platform.

Partner closely with engineering and product teams to scope, deliver, and support complex, technical solutions that address specific enterprise customer requirements.

Lead high-profile customer events and workshops, synthesizing insights gathered from these sessions into actionable strategies for account growth and product enhancement.

Translate intricate technical concepts regarding generative media infrastructure into clear, compelling narratives for both technical and non-technical audiences.

Monitor the evolving landscape of AI and generative media, then synthesize industry intelligence to inform customer strategies and influence internal product direction.

Champion the adoption of Fal's platform as the foundational infrastructure for next-generation AI-native products and operational workflows.

Establish the playbook and best practices for engaging with studios, content streamers, and platform operators, creating a repeatable model for future vertical expansion.

Maintain rigorous visibility into the competitive landscape and market dynamics, ensuring the strategic account plan remains resilient and forward-looking.

Act as the primary liaison between large-scale customers and the executive team, ensuring alignment on vision, execution, and commercial outcomes.

Leverage data and customer feedback to identify cross-sell and upsell opportunities that maximize the lifetime value of strategic accounts.

Ensure consistent demonstration of Fal's value proposition, reinforcing the platform's role in unlocking new categories of AI-native products and services.

Build and nurture executive relationships, positioning yourself as a trusted advisor who can navigate complex organizational structures and decision-making processes.

Requirements

You must possess 10 or more years of experience selling to enterprise environments, with a background involving developer, engineering, or technical buyers.

Your history must include demonstrated experience within media, entertainment, gaming, or sports industries.

You must have a proven track record of owning revenue portfolios valued at $10 million or more.

You must have consistently met or exceeded your sales quota for a minimum of three consecutive years.

You must have experience building new-business motions rather than relying solely on established playbooks.

You must be capable of managing complex, multi-stakeholder deals with professionalism when interacting with executives inside large organizations.

You must possess the ability to translate intricate technical concepts for both technical and non-technical audiences effectively.

You must be prepared to lead high-profile customer events and synthesize the findings into actionable strategy.

You must be able to convert account feedback and market signals into concrete actions that inform customer strategies and product direction.

You must stay ahead of developments in AI and generative media to communicate shifts clearly to customers and internal stakeholders.

Practical notes

Visa sponsorship is available, and the company will provide support for relocation to San Francisco. The role is based in downtown San Francisco, with interviews conducted in this location.