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. 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 single-digit millions to tens of millions 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.
Key Responsibilities - 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.
Skills & Experience - 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.
Key Competencies - 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.
Career Trajectory - 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.
Location & Reporting Reporting directly to the Head of AI Natives
Location: San Francisco Bay Area, CA, US
Employment Basis Full-time
