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About the Role

Firmus is executing one of the most ambitious AI infrastructure build-outs in the world, aiming to deploy approximately 2 million GPUs by 2028. The AI Native Account Lead will manage a portfolio of high-growth AI-native GPU capacity customers, driving new capacity commitments, growing existing accounts, and ensuring a best-in-class customer experience. This role involves commercial ownership, account management, capacity commercialization, and cross-functional delivery orchestration.

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.

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.

Skills

Strategic account management
Enterprise/complex sales
Commercial leadership
Cloud infrastructure
Data centre
Semiconductor
AI compute markets
GPU/compute capacity contracts
Hyperscaler
Neocloud
AI infrastructure
Founder-led customer management
Concurrent account management
GPU infrastructure technical fluency
Capacity planning
Deployment timelines
Networking architecture
Power and data centre constraints
Autonomy
Ambiguous environments
High-growth environments
Executive presence
Commercial rigour
Cross-functional orchestration
Portfolio management

Location

San Francisco Bay Area, CA, US

Work Type

Full-time

Experience Level

Senior Individual Contributor

About the Company

Firmus Technologies is a global leader pioneering the development and operation of efficient AI infrastructure across Asia Pacific.
Founded in Australia in 2019, our mission is to create the most efficient AI infrastructure by combining cutting-edge technology with a steadfast commitment to sustainability.
At Firmus, we are unique in our approach. We design, build, and operate a new class of digital infrastructure – the AI Factory.
Through our model-to-grid technology approach, we have pushed the boundaries of multi-generational liquid cooling systems, energy management, AI software orchestration, and construction.
For our customers, this approach allows us to make every watt count and deliver low-cost AI tokens globally.
Our large-scale GPU cloud platform, Firmus AI Cloud, is purpose-built to deliver energy-efficient AI compute at scale to customers.
It empowers developers, enterprises, educational institutions, and government users to train and deploy AI models with unmatched efficiency and cost savings.
With an ever-growing suite of services and applications, we are committed to delivering a cloud experience that is market-leading, proprietary, and built to scale.

Equal Opportunity

At Firmus, we are committed to building a diverse and inclusive workplace. We encourage applications from candidates of all backgrounds who are passionate about creating a more sustainable future through innovative engineering solutions.
Join us in our mission to revolutionize the AI industry through sustainable practices and cutting-edge engineering. Apply now to be part of shaping the future of sustainable AI infrastructure.