Strategic Account Lead

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** Firmus is executing one of the most ambitious AI infrastructure build-outs in the world — building out approximately 2 million GPUs through to 2028, creating entirely new markets for sovereign AI compute, and scaling to become one of the most prolific AI infrastructure companies globally. We have line of sight to 4–5GW of power in the near term alone — for scale, the city of San Francisco runs on roughly 1GW. This is a market-moving role inside a company building at civilisational infrastructure scale, and it requires the best commercial talent in the world. The Strategic Account Lead is the single accountable owner for Firmus’s largest and most strategic GPU capacity relationships — customers spending, or on a credible path to spending, $1B or more in annual recurring revenue on Gigascale GPU capacity — a group of 9 accounts today, with a near-term goal of growing this into a $20 billion a year territory. This is a Senior Individual Contributor role, with the mandate to own account relationships and delivery execution directly, serving as the dedicated coverage pod for the accounts you lead. This is a commercial leadership role spanning account ownership, capacity commercialisation, and cross-functional delivery orchestration. Accounts are supported by a dedicated coverage pod — Solution Architecture, Customer Success, Technical Program Management, and Engineering — typically shared across two accounts today, with a path to a fully dedicated pod per account as an account’s scale and requirements warrant it — as already in place for Meta and Nvidia, these accounts an a exception will both report directly into the Vice President, North America. You will translate customer AI compute roadmaps into structured, multi-year Gigascale GPU capacity commitments, working closely with capacity planning, network engineering, and delivery teams to ensure every commitment is met on schedule. You will own deal structuring and negotiation for large, complex contracts ranging from hundreds of millions to multi billion dollars in value, including pricing, terms, delivery milestones, and expansion rights, while identifying and progressing growth opportunities within existing accounts as customer compute needs scale. The role is executive-facing with strong technical fluency, focused on capacity planning, GPU deployment timelines, networking architecture, and power and data centre constraints. You will act as the primary point of contact for Firmus’s most important customers, coordinating closely with engineering, finance, and legal to protect and grow these relationships. This position is ideal for someone who thrives on owning complex, high-stakes commercial relationships, building deep executive trust, and operating with significant autonomy in a fast-scaling environment as an experienced, senior individual contributor. **Key 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. **Skills & Experience** - 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. **Career Trajectory** Senior IC: direct, long-term ownership of multiple flagship strategic accounts, being the account’s dedicated pod and proving commercial and delivery execution at the highest level of individual contribution. **Location & Reporting** Reporting directly to the Head of Strategic Accounts Location: San Francisco Bay Area, CA, US **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