Technical Business Development (Model Labs)

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.

Compensation

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

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