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About the Role

This role begins as a senior individual contributor and is expected to transition into a team leadership position as Firmus expands its APAC AI Native presence. Initially, the Director AI Native Sales - APAC will manage a specific set of strategic accounts, focusing on acquiring new customers and increasing Annual Recurring Revenue (ARR) within the APAC AI Native market. As revenue and pipeline grow, this individual will recruit and lead an AI Native sales team, being accountable for both personal and team performance.

Responsibilities

Own and execute a named account list across APAC target verticals.
Drive the full sales cycle from initial engagement through to signed contract, including prospecting, qualification, solution development, commercial negotiation, and closing.
Build and maintain senior relationships with C-suite, technology leadership, and procurement across target accounts.
Develop account plans and territory strategies to generate predictable pipeline and recurring ARR.
Collaborate with Firmus technical and solutions teams to create compelling proposals and business cases tailored to customer workloads.
Represent Firmus in the APAC market through industry events, partner engagement, and direct customer interaction.
Provide market intelligence, customer requirements, and competitive insights to product and go-to-market teams.
Partner with VP Sales APAC / EMEA on forecasting, pipeline management, and account strategy.
Recruit and lead a verticalized APAC AI Native sales team as revenue scales.
Set individual quotas, account assignments, and territory plans for each vertical lead.
Coach and develop the team through deal reviews, pipeline management, and customer engagement.
Build the APAC partner and channel ecosystem alongside the direct sales motion, targeting major system integrators and consultancies.
Provide structured forecasting and performance reporting to VP Sales APAC / EMEA and the board.

Requirements

10+ years in technology sales with a strong track record of closing complex, high-value deals in the APAC market.
Existing senior relationships across one or more target verticals: Robotics, FSI, government, or HCLS.
Solid understanding of cloud infrastructure, AI/ML compute, or data centre services sufficient for credible technical conversations.
Demonstrated ability to manage and win long AI Native sales cycles involving procurement, legal, security, and multiple executive stakeholders.
Clear communicator with strong commercial instinct, capable of building a business case and presenting at board level.
Experience hiring, developing, and leading AI Native sales teams, or clear readiness to assume this responsibility.
Disciplined in pipeline management, forecasting, and CRM.
Experience selling GPU compute, HPC, sovereign cloud, or AI infrastructure.
Relationships with APAC government agencies, defence primes, or regulated industry buyers.
Experience working with or through major system integrators and consultancies (Accenture, Deloitte, KPMG, DXC, etc.).
Familiarity with AI Native AI adoption programs, LLM deployment, or data sovereignty requirements.

Skills

AI Native Sales Execution
Commercial Acumen
Relationship Depth
Team Leadership Readiness
Market Presence

Location

Sydney, Australia

Work Type

Full-time
Regular travel within APAC
Periodic global alignment

Experience Level

Senior individual contributor
Team leadership

About the Company

Firmus Technologies is a global leader in developing and operating 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.
We design, build, and operate a new class of digital infrastructure – the AI Factory, utilizing model-to-grid technology.
Our approach pushes boundaries in multi-generational liquid cooling systems, energy management, AI software orchestration, and construction.
This allows us to maximize energy efficiency and deliver low-cost AI tokens globally.
Firmus AI Cloud is a large-scale GPU cloud platform purpose-built for energy-efficient AI compute at scale.
It empowers developers, enterprises, educational institutions, and government users to train and deploy AI models with unmatched efficiency and cost savings.
We are committed to delivering a market-leading, proprietary, and scalable cloud experience.

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.