About the Job
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...
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.
Required Skills & Abilities
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.
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.
