AI Native Account Lead

Firmus Technologies•San Francisco, CA

12h•Onsite

About The Position

Firmus Technologies is a global leader in AI infrastructure, focusing on efficient and sustainable operations across the Asia Pacific region. Founded in Australia in 2019, the company is dedicated to creating the most efficient AI infrastructure by integrating advanced technology with a strong commitment to sustainability. Firmus distinguishes itself through its unique 'AI Factory' model, which encompasses the design, construction, and operation of a new class of digital infrastructure. Their model-to-grid technology approach has led to advancements in multi-generational liquid cooling systems, energy management, AI software orchestration, and construction. This innovative approach enables them to maximize energy efficiency and provide low-cost AI tokens globally. The Firmus AI Cloud is a large-scale GPU cloud platform designed for energy-efficient AI compute at scale, serving developers, enterprises, educational institutions, and government users for training and deploying AI models with significant efficiency and cost savings. The company is committed to offering a market-leading, proprietary, and scalable cloud experience. Firmus is undertaking a significant AI infrastructure expansion, aiming to deploy approximately 2 million GPUs by 2028. This initiative involves creating new markets for sovereign AI compute and positioning Firmus as a major global AI infrastructure provider. Concurrently, a rapidly growing number of AI-native companies, including model labs, foundation-model startups, and inference/fine-tuning platforms, are expanding their GPU usage at an unprecedented rate. These companies represent a key high-growth commercial segment for Firmus.

Requirements

5+ years in strategic account management, enterprise/complex sales, or commercial leadership in cloud infrastructure, data centre, semiconductor, or AI compute markets.
Direct experience selling, negotiating, or managing GPU/compute capacity contracts, ideally with a hyperscaler, neocloud, or AI infrastructure background.
Comfort working with founder-led, fast-moving customers, including experience managing multiple concurrent accounts.
Strong technical fluency in GPU infrastructure, able to speak credibly to customers on capacity planning, deployment timelines, networking architecture, and power and data centre constraints.
Track record of operating with significant autonomy in ambiguous, high-growth environments.
Executive presence — able to represent Firmus credibly with founders and technical leaders at AI-native companies.
Ownership and accountability — acts as the accountable owner for account outcomes, from commercial terms through delivery execution.
Commercial rigour — structures and negotiates contracts efficiently, at speed, while protecting long-term account health.
Cross-functional orchestration — works effectively across capacity planning, delivery, finance and legal to keep commitments on track.
Technical fluency — speaks credibly to GPU capacity, deployment timelines and infrastructure constraints without needing to be the solution architect.
Portfolio management — juggles multiple fast-moving accounts without losing sight of the details that matter to each.

Responsibilities

Own end-to-end account management for a portfolio of AI-native GPU capacity customers, acting as the primary commercial point of contact.
Translate customer AI compute roadmaps into structured GPU capacity commitments, working closely with capacity planning and network engineering teams.
Lead deal structuring and negotiation for contracts from single-digit millions to tens of millions of dollars, including pricing, terms, delivery milestones, and expansion rights.
Run a regular executive and technical cadence with each account — keeping commitments, performance, and escalations visible to both the customer and Firmus leadership.
Coordinate with the shared coverage pod — Solution Architecture, Customer Success, Technical Program Management, and Engineering — to ensure customer commitments are met on schedule and risks are surfaced early.
Own the customer feedback loop into Firmus engineering — capturing technical issues, capacity requirements, and roadmap requests and translating them into clear input for engineering and product priorities.
Identify and execute account growth opportunities as customer compute needs scale, including helping accounts graduate toward Gigascale, Strategic Account-led coverage.
Maintain clear reporting on account health, pipeline, capacity utilisation, and risk to the Head of AI Natives.