Technical Business Development (Model Labs)

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

As a Technical Business Development (Model Labs) at fal, you will work directly with our partner companies, particularly Model Labs, focused on driving successful Model Launches, Infrastructure development, and Program Management. You’ll act as the primary liaison for our partners, guiding them through the complexities of integrating AI infrastructure, while ensuring the smooth launch and scaling of AI models. Your role will span marketing, co-selling, technical support, and model launch program management to ensure a successful partnership and a direct impact on revenue growth and profitability.

As the main point of contact, you will collaborate closely with our partner companies to ensure they meet their goals, are satisfied with fal's platform, and stay informed on the latest industry trends. Success in this role requires a combination of strong business acumen, technical understanding, and the ability to lead complex, cross-functional initiatives.

What You’ll Do

• Contract Negotiations & Procurement: Lead complex commercial negotiations, including Master Service Agreements (MSAs), NRE, cost models, open-book pricing, ramp and capacity commitments, and risk-buy frameworks. 

• Partner Relationship Management: Develop and manage strong relationships with key stakeholders at partner companies, ensuring alignment on business goals and fostering long-term, mutually beneficial success.

• Drive Model Launches: Oversee the successful deployment and scaling of generative AI models with partners, including coordination with technical teams to ensure seamless execution.
• Infrastructure Development: Work with partners to design and implement infrastructure solutions that support their AI model deployments, ensuring reliability, scalability, and performance.
• Co-Selling and Marketing: Collaborate with partners on joint marketing initiatives, co-sell opportunities, and product integrations to drive revenue growth.
• Program Management: Lead the execution of the Model Launch Program, managing timelines, deliverables, and cross-functional teams to ensure that models are launched successfully and on schedule.
• Drive Revenue and KPIs: Focus on driving revenue growth and profitability with your partner portfolio. You will be responsible for meeting specific KPIs, including consumption-based revenue targets, partner satisfaction, and expansion opportunities.
• Industry Insight: Stay informed about trends in AI, machine learning, and generative media to proactively identify opportunities and provide thought leadership to partners.
• Partner Success: Ensure partners have the resources and support they need to succeed. Manage the end-to-end partner experience to foster long-term, mutually beneficial relationships.
  
  

What You’ll Bring

• 4+ years of experience at an infrastructure or cloud company, with demonstrated expertise in contract negotiations and managing strategic partnerships and driving go-to-market initiatives,
• Previous experience in Account Executive (AE) roles particularly within the AI, technology, or enterprise software industries is preferred
• Proven track record of driving partner success and managing complex, multi-stakeholder initiatives from inception to execution.
• Strong understanding of AI infrastructure, generative models, and model deployment processes.
• Experience in co-selling, joint marketing, and building go-to-market strategies with external partners.
• Expertise in program management with the ability to manage multiple complex projects simultaneously, meeting deadlines and delivering results.
• Strong communication skills, with the ability to engage technical and non-technical audiences and lead cross-functional teams.
• A proactive, problem-solving mindset with the ability to adapt to a fast-changing landscape.
  
   

You’ll Thrive Here If You

• Build Trust: You invest time in understanding your partners’ needs and are committed to their success.
• Are Tech-Savvy: You have a deep understanding of the technical side of AI infrastructure and are excited to work with innovative technologies that push the boundaries of what’s possible.
• Collaborative: You enjoy working with diverse teams, including engineering, product, and customer success, to create the best possible outcomes for partners.
• Strategic Thinker: You understand how to align partner goals with fal’s broader business objectives, driving both short-term success and long-term growth.
• Industry-Focused: You are passionate about the AI landscape and are driven by the opportunity to work with partners at the forefront of this industry transformation.
• High-energy, high-impact operator with a growth mindset, proven ability to thrive in ambiguous, fast-paced environments, navigate undefined processes. 

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.

What we offer at fal

• Interesting and challenging work
• Competitive salary and equity
• A lot of learning and growth opportunities
• 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

Compensation

• $220,000 - $270,000 OTE + equity + comprehensive benefits package

Location

• We are hiring in downtown San Francisco