Strategic Account Lead

Firmus Technologies • San Francisco, CA

10d • Onsite

About The Position

Firmus Technologies is a global leader in AI infrastructure, focused on developing and operating efficient AI infrastructure across the Asia Pacific region. Founded in Australia in 2019, the company's mission is to create the most efficient AI infrastructure by combining cutting-edge technology with a commitment to sustainability. Firmus designs, builds, and operates a new class of digital infrastructure called the 'AI Factory,' utilizing model-to-grid technology to advance liquid cooling systems, energy management, AI software orchestration, and construction. This approach ensures efficient energy usage and delivers low-cost AI tokens globally. The Firmus AI Cloud is a large-scale GPU cloud platform designed for energy-efficient AI compute, serving developers, enterprises, educational institutions, and government users. The company is undertaking a significant AI infrastructure build-out, aiming for approximately 2 million GPUs by 2028, and is scaling to become a major global AI infrastructure provider with a near-term power capacity of 4-5GW.

Requirements

• 10 + 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 large-scale GPU/compute capacity contracts, ideally with a hyperscaler, neocloud, or AI infrastructure background.
• Demonstrated ability to manage $500M+ commercial relationships, ideally with exposure to Billion $ + scale 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.
• Comfort operating as a senior individual contributor, owning outcomes end-to-end without a direct reporting team.

Responsibilities

• Own end-to-end account leadership for Firmus’s largest GPU capacity customers, acting as the primary commercial point of contact and executive-level relationship owner.
• Translate customer AI compute roadmaps into structured, multi-year Gigascale GPU capacity commitments, working closely with capacity planning and network engineering teams.
• Lead deal structuring and negotiation for large, complex, multi-hundred-million to billion-dollar contracts, including pricing, terms, delivery milestones, and expansion rights.
• Own the executive governance cadence for each account — running quarterly and executive business reviews with customer and Firmus leadership — to keep commitments, performance, and escalations visible at the highest level.
• Own end-to-end delivery outcomes for your accounts, leading a dedicated coverage pod — Solution Architecture, Customer Success, Technical Program Management, and Engineering (SDI/Network/Platform) — and coordinating cross-functionally with finance, legal, and executive leadership 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 from your accounts and translating them into clear input for engineering and product priorities.
• Drive the evolution of account coverage from shared pods (currently two accounts per pod) toward dedicated, single-customer pods as individual account requirements and scale justify a fully dedicated team — following the model already established for Meta and Nvidia, which report directly into the Vice President, North America.
• Identify and execute account growth opportunities as customer compute needs scale, while maintaining clear executive reporting on strategic account health, pipeline, capacity utilisation, and risk.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed