Commercial Manager - AI Infrastructure

ARC; San Jose (CA); On-site; USD 120,000 - 190,000; Full time

Job summary

ARC in San Jose seeks a proactive Account Executive to turn AI infrastructure opportunities into profitable commercial relationships. You’ll own the end-to-end sales cycle across GPU cloud, dedicated GPUs, bare metal, colocation, networking, and storage, from discovery through pricing, contracting, and renewal.

The role partners with engineering and operations to ensure solutions are technically sound and deliverable, negotiates complex B2B proposals, and maintains CRM records to track pipeline,

Qualifications

• 3–5 years of experience in B2B sales, business development, commercial management, account management.
• Experience managing enterprise customers and negotiating complex B2B proposals or contracts.
• Strong commercial judgment, negotiation, financial analysis, and relationship-management skills.
• Ability to learn technical infrastructure concepts and work effectively with engineering teams; deep hands-on engineering experience is not required.
• Excellent written and spoken English, strong presentation skills, and disciplined CRM/pipeline management.

Responsibilities

• Develop relationships with enterprise AI and cloud customers; build and manage a pipeline.
• Understand customer workload and deployment requirements; translate into proposals with partners.
• Prepare quotes, proposals, pricing models, and customer presentations for compute, storage, networking, bandwidth, and colocation.
• Build deal economics including margin, payment terms, deposits, utilization, credit risk, and long-term obligations.
• Lead commercial negotiations and coordinate NDAs, MSAs, SOWs, order forms, renewals, and other agreements with legal counsel.
• Coordinate Engineering, Network, Storage, Data Center Operations, Finance, Legal, and Supply Chain through delivery and acceptance.
• Maintain accurate CRM records and report on pipeline, bookings, revenue, contract value, margin, collections, renewals, and risks.
• Identify expansion opportunities and support customer retention through clear communication and disciplined follow-through.

Skills

B2B sales

Enterprise account management

Negotiation

CRM management

Presentation skills

Relationship management

Tools

CRM software

Job description

Turn customer demand for AI infrastructure into well-structured, profitable commercial relationships. You’ll lead opportunities across GPU cloud, dedicated GPU clusters, bare metal, colocation, networking, and storage—from discovery and solution shaping through pricing, negotiation, contracting, and account growth. You’ll partner closely with engineering and operations so that what we sell is both commercially sound and operationally deliverable .

Key Responsibility

• Develop relationships with enterprise, AI, technology, and cloud customers; build and manage a
• Understand customer workload, capacity, timing, service-level, and deployment requirements
• and translate them into proposals with technical partners.
• Prepare quotes, proposals, pricing models, and customer presentations for compute, storage,
• networking, bandwidth, power, colocation, and managed services.
• Build and evaluate deal economics, including margin, payment terms, deposits, minimum
• commitments, utilization assumptions, credit risk, and long-term obligations.
• Lead commercial negotiations and coordinate NDAs, MSAs, SOWs, order forms, renewals, and
• other agreements with legal counsel.
• Coordinate Engineering, Network, Storage, Data Center Operations, Finance, Legal, and Supply
• Chain through delivery and customer acceptance.
• Maintain accurate CRM records and report on pipeline, bookings, revenue, contract value,
• margin, collections, renewals, and risks.
• Identify expansion opportunities and support customer retention through clear communication
• and disciplined follow-through.

Required Qualification

• 3–5 years of experience in B2B sales, business development, commercial management, account
• management.
• Experience managing enterprise customers and negotiating complex B2B proposals or contracts.
• Strong commercial judgment, negotiation, financial analysis, and relationship-management skills.
• Ability to learn technical infrastructure concepts and work effectively with engineering teams;
• deep hands-on engineering experience is not required.
• . Excellent written and spoken English, strong presentation skills, and disciplined CRM/pipeline
• management.

Preferred Qualifications

• Experience in Neo-cloud, AI infrastructure, cloud services, data centers, colocation, telecom.
• Experience with capacity reservations, infrastructure leasing, multi-year contracts, SLAs, or usage-
• based pricing.
• . Existing relationships with AI companies, cloud providers, technology businesses, or enterprise