Head of Strategic Accounts

About the role

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, requiring 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. This is a Director-level role that will begin as a Senior Individual Contributor, with the mandate to prove out account ownership and delivery execution before scaling into a team-building Director position.

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 scale warrants. You will translate customer AI compute roadmaps into structured, multi-year Gigascale GPU capacity commitments and own deal structuring for contracts ranging from hundreds of millions to multi-billion dollars.

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.
• 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.

Requirements

• 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-dollar+ 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 an individual contributor initially, with the ambition and capability to build and lead a team as the function matures.

Career Trajectory

• Senior IC: direct ownership of multiple flagship strategic accounts, proving commercial and delivery execution.
• 1st pod Director (as book of business scales): expanded account portfolio, formal team-building mandate, and elevated executive visibility across Firmus leadership.

Location & Reporting

Bay Area, California, USA. Reporting to the Vice President, North America.

Employment Basis: Full-time.