Director, AI Capacity Partnerships, North America

About the Company Armada is the hyperscaler for the edge, delivering modular AI infrastructure from first deployment to AI factory with speed, scale and sovereignty. Named one of Fast Company's Most Innovative Companies and to the CNBC Disruptor 50, Armada’s solutions are deployed in over 60 countries globally for organizations ranging from energy to defense. With nearly $500 million in funding to date, Armada is backed by leading investors including Founders Fund, Lux, BlackRock and Microsoft (M12), alongside strategic partnerships with Microsoft, Dell, Palantir, NVIDIA, SpaceX, and Skydio. We are building the infrastructure layer for sovereign and edge AI - rugged, deployable compute for customers that cannot rely on centralized cloud. Working at Armada means taking ownership, driving autonomy, and delivering impact. You’ll tackle challenges that haven’t been solved before and help build something transformative from the ground up. What you do here will not only define your career but help further Armada’s mission to bridge the digital divide for customers around the world. The Opportunity This is a senior commercial role that sits at the intersection of AI infrastructure, compute demand, and business development. You will build the demand side of Armada's AI factory business - originating, qualifying, and converting offtake demand for GPU capacity across our AI factory and Leviathan deployments. This is not a traditional sales role. You won't be managing a quota against a mature product with an established sales motion. You'll be operating in a fast-moving market, building commercial opportunities from the ground up, working with first-of-kind infrastructure deals, and helping define how AI factory capacity gets filled and monetized. If you're deeply networked in the AI compute ecosystem, have a track record of commercializing GPU infrastructure or cloud capacity, and want to help build something important at the infrastructure layer of AI - this role is for you. What You'll Do Originate and convert AI compute demand • Identify and engage organizations that need rapid access to GPU capacity - for training, inference, fine-tuning, enterprise AI, or sovereign AI workloads. • Build a qualified pipeline of offtake, anchor tenant, reserved capacity, and strategic compute demand opportunities. • Understand what buyers need by GPU type, cluster size, geography, timing, power profile, tenancy model, and commercial structure - and turn that into actionable opportunities. Drive commercial outcomes for AI factory deployments • Connect Armada's AI factory and Leviathan deployments with credible compute users and potential offtakers. • Shape demand strategy for new deployments - before, during, and after they go live. • Translate market conversations into concrete next steps for commercial, infrastructure, finance, and legal teams. Match demand to deployable infrastructure • Map customer requirements to specific sites, GPU configurations, power availability, deployment timelines, cooling constraints, and commercial structures. • Validate whether a demand opportunity is real, specific, and commercially viable. • Bring customer insight into decisions on site selection, capacity planning, technical configuration, and go-to-market. Own strategic accounts and relationships • Build and maintain direct relationships with senior decision-makers at key compute consumers. • Track opportunities across timing, geography, technical requirements, commercial terms, and procurement processes. • Keep high-value conversations moving - internally and externally. Shape commercial structures • Help design offtake agreements, capacity reservations, anchor tenancy models, revenue-share structures, and strategic partnership frameworks. • Work across legal, finance, product, infrastructure, and executive stakeholders to take deals from interest to commitment. • Know when an opportunity is real and when it isn't - and act accordingly. Be a market intelligence resource • Stay close to where demand is forming: which companies need capacity, which GPUs are in demand, what buyers are willing to commit to, how competitors are packaging AI infrastructure. • Feed that intelligence into Armada's site selection, capacity planning, and deployment roadmap. • Help leadership understand the difference between real demand and speculative noise. What We're Looking For We're looking for someone who is commercially sharp, technically fluent, and deeply networked across the AI infrastructure ecosystem. You don't need to be a deep engineer, but you need enough technical fluency to earn trust with infrastructure teams, cloud buyers, and AI companies. You likely have: • Existing, callable senior relationships across the AI compute ecosystem - neo-clouds, GPU clouds, AI-native companies, NVIDIA ecosystem partners, data center operators, infrastructure investors, or enterprise AI buyers. • A track record of commercializing GPU capacity, cloud infrastructure, data centers, managed compute, AI platforms, or high-performance infrastructure. • Experience structuring and closing complex infrastructure deals: offtake agreements, capacity reservations, anchor tenancy, revenue-share, or similar. • The instincts to originate opportunities without a fully built playbook - and the discipline to follow through. • Enough technical literacy to discuss GPUs, clusters, power density, liquid cooling, networking, latency, workload requirements, and deployment constraints with credibility. • Strong pipeline discipline: clear account notes, sharp qualification, reliable follow-through. • Executive presence and the ability to operate without a large corporate machine around you. You understand: • GPU supply and demand dynamics and how they shape commercial decisions. • The NVIDIA ecosystem: programs, partners, buyers, and how they interact. • How AI training and inference workloads translate into infrastructure requirements. • Why power, cooling, geography, latency, interconnect, and deployment timing matter - and how buyers weigh them. • How neo-clouds, AI-native companies, enterprises, and sovereign buyers think about compute capacity. • The difference between speculative pipeline and real, committed demand. Backgrounds We Value We care more about the depth and quality of your relationships than the name on your CV. That said, strong candidates typically come from some combination of: • Neo-clouds or GPU cloud providers. • NVIDIA ecosystem partners or programs. • AI infrastructure startups. • Data center platforms with AI or HPC exposure. • Cloud infrastructure business development or strategic partnerships. • AI platform companies selling into model builders or enterprise AI teams. • HPC, GPU, or advanced compute infrastructure providers. • Systems integrators or OEMs with real AI infrastructure customer access. • Infrastructure investors or operators who have helped commercialize AI data center capacity. What Success Looks Like In your first six months, you'll build a live, vetted pipeline of qualified offtake demand -credible enough to plug directly into Armada's infrastructure and partner motion. That means: • Real pipeline, not a contact list - opportunities qualified by GPU type, cluster size, geography, timing, power profile, tenancy model, and commercial structure. • Direct senior relationships established with the buyers behind that demand. • Clear handoffs into Armada's commercial and infrastructure teams so demand can be matched to deployments quickly. • A track record of moving conversations forward, not letting them stall. Why This Role AI infrastructure is one of the most consequential buildouts happening in the global economy right now. The gap between demand for GPU compute and the infrastructure to serve it is real, and closing it requires exactly the kind of commercial and ecosystem work this role is built around. At Armada, you'll work on first-of-kind deployments, in a company that moves fast, with direct access to decision-makers, and with the ability to shape how the market develops. If you want to build something that matters — and you have the relationships and the commercial instincts to do it — we'd like to talk. Compensation & Benefits For U.S. Based candidates: To ensure fairness and transparency, the on-target earnings salary range for this role for candidates in the U.S. are listed, varying based on location experience, skills, and qualifications. In addition to the salary, this role will also be offered equity and subsidized benefits (details available upon request). Benefits • Medical, dental, and vision (subsidized cost) • Health savings accounts (HSA), flexible spending accounts (FSA), and dependent care FSAs (DCFSA) • Retirement plan options, including 401(k) and Roth 401(k) • Unlimited paid time off (PTO) • 14 paid company holidays per year Compensation $202,000—$253,000 USD You're a Great Fit if You're • A go-getter with a growth mindset. You're intellectually curious, have strong business acumen, and actively seek opportunities to build relevant skills and knowledge • A detail-oriented problem-solver. You can independently gather information, solve problems efficiently, and deliver results with a "get-it-done" attitude • Thrive in a fast-paced environment. You're energized by an entrepreneurial spirit, capable of working quickly, and excited to contribute to a growing company • A collaborative team player. You focus on business success and are motivated by team accomplishment vs personal agenda • Highly organized and results-driven. Strong prioritization skills and a dedicated work ethic are essential for you Equal Opportunity Statement At Armada, we are committed to fostering a work environment where everyone is given equal opportunities to thrive. As an equal opportunity employer, we strictly prohibit discrimination or harassment based on race, color, gender, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other characteristic protected by law. This policy applies to all employment decisions, including hiring, promotions, and compensation. Our hiring is guided by qualifications, merit, and the business needs at the time. Unsolicited Resumes and Candidates Armada does not accept unsolicited resumes or candidate submissions from external agencies or recruiters. All candidates must apply directly through our careers page. Any resumes submitted by agencies without a prior signed agreement will be considered unsolicited and Armada will not be obligated to pay any fees.