About the roleThis 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
