Director, AI Native Sales APAC

Firmus Technologies 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. Firmus AI Cloud 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. Role Summary This role starts as a senior individual contributor and is expected to evolve into a team leadership position as Firmus scales its APAC AI Native presence. In the near term, the Director AI Native Sales - APAC owns a defined set of strategic accounts and is responsible for new logo acquisition and ARR growth across the APAC AI Native market. As revenue and pipeline mature, this role will recruit and lead an AI Native sales team. The Director will be accountable for both personal quota and team performance. The right person knows the APAC AI Native market exceptionally well, has existing senior relationships, and can sell a complex infrastructure proposition to both technical and commercial buyers. They are comfortable operating as a hunter today and building a team around them tomorrow. Firmus’ objective in APAC is to be the first and default name in AI infrastructure. Anywhere AI is being run in an APAC AI Native - if it is not on a Firmus AI Factory, that is a missed opportunity. This role exists to close that gap. Key Responsibilities Phase 1 – Individual Contributor • Own and execute a named account list across APAC target verticals. • Drive the full sales cycle from initial engagement through to signed contract - prospecting, qualification, solution development, commercial negotiation, and close. • Build and maintain senior relationships with C-suite, technology leadership, and procurement across target accounts. • Develop account plans and territory strategies that generate predictable pipeline and recurring ARR. • Work with Firmus technical and solutions teams to build compelling proposals and business cases tailored to customer workloads. • Represent Firmus in the APAC market - at industry events, with partners, and through direct customer engagement. • Feed market intelligence, customer requirements, and competitive insight back into product and GTM teams. • Collaborate with VP Sales APAC / EMEA on forecasting, pipeline management, and account strategy. Phase 2 – Team Build • Recruit and lead a verticalized APAC AI Native sales team as revenue scales. • Set individual quotas, account assignments, and territory plans for each vertical lead. • Coach and develop the team through deal reviews, pipeline management, and customer engagement. • Build the APAC partner and channel ecosystem alongside the direct sales motion — targeting major system integrators and consultancies including Accenture, Deloitte, KPMG, and DXC. • Provide structured forecasting and performance reporting to VP Sales APAC / EMEA and the board. Skills & Experience • 10+ years in technology sales with a strong track record of closing complex, high-value deals in the APAC market. • Existing senior relationships across one or more target verticals: Robotics, FSI, government, or HCLS. • Solid understanding of cloud infrastructure, AI/ML compute, or data centre services - enough to hold a credible technical conversation and know when to bring in support. • Demonstrated ability to run and win long AI Native sales cycles involving procurement, legal, security, and multiple executive stakeholders. • Clear communicator with strong commercial instinct - able to build a business case and present at board level. • Experience hiring, developing, and leading AI Native sales teams, or clear readiness to step into that role. • Disciplined in pipeline management, forecasting, and CRM. Preferred Experience • Experience selling GPU compute, HPC, sovereign cloud, or AI infrastructure. • Relationships with APAC government agencies, defence primes, or regulated industry buyers. • Experience working with or through major system integrators and consultancies (Accenture, Deloitte, KPMG, DXC, etc.). • Familiarity with AI Native AI adoption programs, LLM deployment, or data sovereignty requirements. Key Competency AI Native Sales Execution • Knows how to open doors in large APAC AI Natives and move deals through complex internal processes. Patient and persistent through long cycles. Closes. Commercial Acumen • Structures deals that work for the customer and for Firmus. Understands total cost of ownership, pricing dynamics, and how to frame infrastructure as a business investment rather than a cost. Relationship Depth • Builds genuine, long-term relationships with senior buyers across APAC. Known and trusted in the market. Not transactional. Team Leadership Readiness • Has led a sales team before or is clearly ready to. Knows how to hire well, set standards, coach deals, and hold people accountable without micromanaging. Market Presence • Active in the APAC technology and AI ecosystem. Visible at the right events, connected to the right people, and able to position Firmus as the default choice for sovereign AI infrastructure. Location & Reporting Reporting directly to the VP Sales, APAC & EMEA Location: Sydney, Australia Works in tandem with other strategic sales leaders as part of a single global revenue team. Regular travel within APAC and periodic global alignment as required Employment Basis Full-time Diversity At Firmus, we are committed to building a diverse and inclusive workplace. We encourage applications from candidates of all backgrounds who are passionate about creating a more sustainable future through innovative engineering solutions. Join us in our mission to revolutionize the AI industry through sustainable practices and cutting-edge engineering. Apply now to be part of shaping the future of sustainable AI infrastructure.