Enterprise Sales Lead, Southeast Asia

Job description

**Firmus Technologies** 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. **Firmus AI Cloud** 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. **Role Summary** The Enterprise Sales Lead, SEA owns a defined set of strategic accounts and is responsible for new logo acquisition and ARR growth across the SEA enterprise market. The right person knows the SEA enterprise market exceptionally well, has existing senior relationships, and can sell a complex infrastructure proposition to both technical and commercial buyers. The role starts broad across the SEA market and can move to a vertical focus over time as the patch matures. Firmus’ objective in SEA is to be the first and default name in AI infrastructure.Anywhere AI is being run in an SEA enterprise - if it is not on a Firmus AI Factory, that is a missed opportunity. This role exists to close that gap. **The Mandate** This role owns an established Singapore footprint spanning hyperscaler, government, and commercial workloads. The first job is to defend and grow it, deepening existing accounts and lifting ARR. The second job is net new. Government and sovereign demand is emerging across Singapore, Indonesia, and Malaysia, tied to new data centre sites, alongside a regional enterprise and research market that is still early. Greenfield, built from the ground up. **Key Responsibilities** • Own and execute a named account list across SEA target verticals. • Pursue net new enterprise, government, and sovereign opportunities across SEA • Drive the full sales cycle from initial engagement through to signed contract - prospecting, qualification, solution development, commercial negotiation, and close. • Build and maintain senior relationships with C-suite, technology leadership, and procurement across target accounts. • Develop account plans and territory strategies that generate predictable pipeline and recurring ARR. • Work with Firmus technical and solutions teams to build compelling proposals and business cases tailored to customer workloads. • Represent Firmus in the SEA market - at industry events, with partners, and through direct customer engagement. • Feed market intelligence, customer requirements, and competitive insight back into product and GTM teams. • Collaborate with VP Sales APAC / EMEA on forecasting, pipeline management, and account strategy. **Skills & Experience** **Required Skills** • 10+ years in enterprise technology sales with a strong track record of closing complex, high-value deals in the SEA market. • Existing senior relationships across one or more target verticals: FSI, government, resources, or large-cap technology. • Solid understanding of cloud infrastructure, AI/ML compute, or data centre services - enough to hold a credible technical conversation and know when to bring in support. • Demonstrated ability to run and win long enterprise sales cycles involving procurement, legal, security, and multiple executive stakeholders. • Clear communicator with strong commercial instinct - able to build a business case and present at board level. • Disciplined in pipeline management, forecasting, and CRM. **Preferred Experience** • Experience selling GPU compute, HPC, sovereign cloud, or AI infrastructure. • Relationships with SEA 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 enterprise AI adoption programs, LLM deployment, or data sovereignty requirements. **Key Competency** Enterprise Sales Execution - Knows how to open doors in large SEA enterprises and move deals through complex internal processes. Patient and persistent through long cycles. Commercial Acumen - Structures deals that work for the customer and for Firmus. Understands total cost of ownership, pricing dynamics, and how to frame infrastructure as a business investment rather than a cost. Relationship Depth - Builds genuine, long-term relationships with senior buyers across SEA. Known and trusted in the market. Not transactional. Market Presence - Active in the SEA technology and AI ecosystem. Visible at the right events, connected to the right people, and able to position Firmus as the default choice for sovereign AI infrastructure. **Location & Reporting** Reporting directly to the VP Sales, APAC & EMEA Location: Singapore **Employment Basis** Full-time **Diversity** 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.