Enterprise Account Executive Manager, NAMER

fal•San Francisco, CA

7d•Onsite

About The Position

fal is hiring its first-line leader for Enterprise sales in North America. This player-coach will build, coach, and run a team of Enterprise Account Executives selling fal’s generative media platform to large companies. The role owns the team’s quota, forecast, pipeline, and sales operating system, and will personally participate in major deals through executive sponsorship, pricing, negotiation, and close. The manager will establish sales processes and playbooks, including deal reviews, forecast calls, pipeline inspection, win/loss reviews, deal desk practices, committed-spend structures, and expansion motions for usage-based infrastructure. They will work with Solutions Engineering, Product, and Marketing to relay field feedback to the roadmap. The position is based in downtown San Francisco; fal offers visa sponsorship and relocation assistance to San Francisco.

Requirements

At least 8 years of B2B sales experience.
At least 3 years leading quota-carrying Enterprise teams.
A track record of achieving team targets, with results the candidate can explain.
Experience selling technical products such as APIs, cloud, data, developer platforms, or AI/ML.
Experience selling consumption- or usage-based products, including committed-spend contracts and usage-based expansion.
Experience working in a fast-moving, ambiguous environment and owning outcomes end to end.
Willingness to remain directly involved in selling.
Ability to lead C-level meetings and pricing negotiations.
Clear thinking and writing, sound decision-making with incomplete information, and accountability for results.

Nice To Haves

Experience as Head of Sales or a first sales leader at a Series A–B company, building the team from scratch.
Relationships with buyers in media, entertainment, e-commerce, gaming, advertising, or consumer apps.
Curiosity about generative media and experience experimenting with generative media models.

Responsibilities

Own the NAMER Enterprise sales number, including team quota, forecast accuracy, and pipeline coverage.
Hire, onboard, and develop a team of Enterprise Account Executives, setting and maintaining a high performance bar.
Personally engage in the largest deals, including executive sponsorship, pricing, negotiation, and closing.
Establish the sales operating rhythm through deal reviews, forecast calls, pipeline inspection, and win/loss reviews.
Shape sales practices for usage-based infrastructure, including deal desk processes, committed-spend structures, and expansion motions.
Work with Solutions Engineering, Product, and Marketing to ensure field feedback reaches the roadmap.
Develop the sales playbook, including areas where processes have not yet been established.