AI Native Account Lead

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 m...

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 sc...

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. 

 

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. 

 
AI Native Account Lead: own and grow a portfolio of AI-native accounts, proving commercial and delivery execution. 
Senior AI Native Account Lead / Strategic Account Lead (as accounts scale): expanded portfolio or transition to Gigascale, single-account ownership as customers graduate to $1B+ ARR territory.