Account Manager at Modal Labs in San Francisco

Job description

• Application
• We're hiring the first Account Managers at Modal. You'll report to the Regional Director of Account Management and be a founding member of the team.
• This function does not exist yet. There is no playbook, no territory map, no established motion. You'll own a book of business from day one and build the motion at the same time — from fast-moving AI startups to large enterprise teams running critical infrastructure on Modal.
• This is a commercial role with a revenue target. You'll be measured on retention and expansion across your accounts. While you won't be delivering the technical recommendations and implementation, the work is technical by nature. Our customers are engineers running GPU workloads, inference, and batch jobs in production, and you need to hold your own in those conversations.
• The profile we're hiring is a technical account manager. You've worked at companies that are deeply technical and consumption in nature. You bring the commercial instincts to grow revenue from an existing base and enough technical depth to know which conversation actually matters. And you can credibly work with a CxO all the way down to a Developer.
• A founding seat. You're helping build the AM function with us, not joining one that already runs. The account plans, expansion motions, and customer cadence you and the rest of the founding team figure out are what we scale to every AM we hire after you.
• A technical customer-facing role. You'll work directly with Developers and ML teams on what they're building and how Modal fits. You translate and triage the deeper technical work to FDEs and Product when it's needed.
• A book of business. You’ll own a set of accounts and be responsible for the revenue that comes from them. Expect to be meeting with customers in your first few days because the best playbooks are built from real experiences.
• A traditional post-sales role. You're measured on revenue, not health scores.
• An on-call support function. You're not fixing bugs or triaging tickets. You're driving growth.
• A technical delivery role. You're not implementing for the customer. You know where the technical work goes and you pull in the right people.
• An inherited motion. Nothing is handed to you. If you identify gaps in process, tooling, or a playbook — you help build it.
• A single-lane job. Our priorities go customer → company → team → me. We focus on delivering maximum impact vs. "this is my job".

Responsibilities

• Build Modal's account management function and iterate on it as we scale the business
• Own and deliver on a revenue target across your book of accounts
• Grow an account's first use case, expand into a second, and drive standardization across the Modal platform
• Get fluent enough in Modal to hold your own with engineering teams on their workloads, and know when to pull in FDEs, Support, or Product
• Work with Sales, Solutions Architects, FDEs, Support, and Product to grow accounts and feed customer signal back into the roadmap
• Travel to customers as needed to support key accounts and drive expansion opportunities

Requirements

• Customer-facing experience. You've owned a revenue target or supported a revenue target in a highly technical, consumption business.
• Technical depth. You work autonomously with Developers through CxOs and understand the core parts of the developer tech stack.
• AI builder. You're hands on building with AI tools — not just consuming workflows that were built for you.
• Ownership. You run your book of business and projects like you're the CEO of it. You're highly organized bringing stability, predictability, and pace to your work. You take action vs. waiting for direction.
• Learning velocity. You operate with the mindset of what I can do today vs. let me pick this up tomorrow. You move fast, take the learnings, and iterate on it.
• Cross-functional partner. Low ego, easy to work with, and highly accountable. You ask for feedback, you act on it, and you'd rather be corrected early than right late. Internal teams love working with you.
• Experience as a Technical Account Manager, Solutions Engineer, Solutions Consultant, or similar type role
• Certification as an engineer (ex. Computer Science Degree, Professional Bootcamps)
• Early GTM hire experience at a fast-growing startup
• You've sat close to GPU spend, model training, or inference workloads

Skills

Required

• Customer-facing experience
• Technical depth
• AI builder
• Ownership
• Learning velocity
• Cross-functional partner