AI Native Account Lead

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.

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.

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. Alongside this build-out, a fast-growing population of AI-native companies — model labs, foundation-model startups, and inference/fine-tuning platforms — are scaling their GPU footprints at extraordinary speed, and represent one of Firmus's highest-growth commercial segments.

The AI Native Account Lead owns a portfolio of Firmus's AI-native GPU capacity relationships — fast-moving, high-growth customers with GPU spend today ranging from tens of millions to hundreds of milllions in ARR, many on a credible path toward significantly larger, Gigascale capacity commitments as they scale. This is a Senior Individual Contributor role, part of the AI Natives coverage team, with the mandate to close new capacity commitments, grow existing accounts, and deliver a best-in-class customer experience to some of the fastest-moving companies in AI.

This is a commercial ownership role spanning account management, capacity commercialisation , and cross-functional delivery orchestration, typically covering a portfolio of several accounts at once given the segment's pace and scale. You will translate customer AI compute roadmaps into structured 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 contracts ranging from single-digit millions to tens of millions of dollars in value — with some accounts scaling well beyond that — including pricing, terms, delivery milestones, and expansion rights, while identifying and progressing growth opportunities as customer compute needs scale. This position is ideal for someone who thrives on the speed and ambiguity of working with high-growth, founder-led companies, and who wants exposure to the leading edge of the AI industry.

• 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…