Senior Counsel, GTM

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 this role

Our customer base is growing fast. Enterprises, startups, and developers globally rely on our platform to run generative AI in production. We're hiring a Senior Commercial Counsel to be the main legal partner with our growing go-to-market team.

In this role, you’ll negotiate high-value, high-volume enterprise deals, advise on strategic partnerships, and help drive revenue growth. You’ll also build the playbooks, templates, and processes that let the commercial legal and go-to-market teams move faster.

This role is ideal for a focused, detail-oriented commercial attorney with sound business judgment. You know how to weigh legal risk against strategic goals, give clear and practical advice, and help close deals (not just negotiate paper). You’ll have real ownership, direct access to leadership, and the chance to shape how legal works at one of the fastest-growing AI companies.

You'll sit at the center of revenue at one of the fastest-growing companies in generative AI and get real ownership and direct access to leadership, with room to grow as the legal team scales.

What you'll do

• Draft and negotiate customer agreements across the book: enterprise MSAs, order forms, API, serverless and renewals and expansions.
• Own the legal relationship with sales, account management and deal desk. Be the person they call first, and help them close.
• Negotiate AI-specific terms: IP and output ownership, data use and retention, model-provider flow-downs, acceptable use and content policies.
• Handle DPAs, security and privacy questions in customer deals, working closely with our privacy and security partners.
• Support model partner and marketplace terms as the catalog grows.
• Flex into infrastructure and vendor agreements alongside our AI Infrastructure counsel when the business needs it.
• Improve our templates, playbooks and approval matrix. Partner with Legal Ops on contract tooling and intake so standard deals get faster every quarter.

Requirements/Nice to have

• 5+ years of commercial legal experience, including meaningful in-house time at a SaaS, cloud, API or AI company.
• A track record of negotiating high volumes of enterprise customer contracts, from standard paper to complex strategic deals.
• Working knowledge of usage-based and consumption pricing models, SLAs, and data protection (GDPR, CCPA, DPAs).
• A business-partner mindset. You're comfortable owning decisions, not just listing options, and you communicate in plain language.
• You keep your balance in a fast, lightly structured environment where priorities shift weekly.
• Active bar membership in good standing (California preferred or able to register as in-house counsel).
• Experience with AI or ML licensing, model partnerships, or content and media licensing.
• Exposure to cloud, compute or infrastructure agreements.
• Experience rolling out or improving contract tooling and playbooks, including using AI to speed up review.

What we offer at fal

• Interesting and challenging work
• A lot of learning and growth opportunities
• We offer visa sponsorship and will help you relocate to San Francisco.
• Health, dental, and vision insurance (US)
• Regular team events and offsites

Compensation

• $225k - $275k + equity + comprehensive benefits package

U.S. EQUAL EMPLOYMENT OPPORTUNITY INFORMATION

fal provides equal employment opportunities to applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or any other classification protected by applicable law.