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