Director, Customer Development

Rowan Digital Infrastructure Pty Ltd; Denver (CO); Hybrid; USD 169,000 - 205,000; Full time

Benefits offered by this job

Hybrid work

Health benefits

401(k) match

Unlimited PTO

Training opportunities

Job summary

Rowan Digital Infrastructure Pty Ltd in Denver seeks a Director of Customer Development to own strategic relationships with hyperscalers and AI-native customers. You will shape a pipeline for large capacity opportunities, coordinating with our BD team to align commitments and delivery timelines.

This senior role demands a track record of quota attainment, complex deal leadership, and a strong customer orientation.

Qualifications

• 10+ years in data center, digital infrastructure, cloud, or adjacent industries, with hyperscale/AI or large enterprise clients.
• Track record of meeting quota and success in hunting and building within key accounts.
• Experience leading complex deals with multi-stakeholder opportunities, long sales cycles, large value, and capacity/timing/risk.
• Strong understanding of data center fundamentals: power, capacity, delivery timelines, and customer decision influence.
• Ability to synthesize customer, commercial, technical, site, and business-strategy tradeoffs and communicate clearly.

Responsibilities

• Own and deepen relationships with key customers including hyperscalers and AI-native firms.
• Origininate and shape opportunities across site and campus portfolios to meet customer needs.
• Lead pursuits from first conversation through commercial alignment with the BD Commercial Strategy & Negotiation team.
• Gather and communicate structured customer insights on growth and partner support needs.
• Coordinate with ECO, Finance, and Legal to align commitments, site readiness, and delivery plans.
• Contribute to new engagement models and products by translating customer jobs to be done into internal actions.
• Develop repeatable practices for engaging customers and improving team performance.
• Maintain pipeline, account plans, and activity in CRM; work with BD-OS on reporting and coordination.
• Mentor team members and raise standard for customer engagements.

Skills

Client relationships

Strategic account management

Sales cycle management

Cross-functional collaboration

Executive communication

Travel readiness

Education

Bachelor's degree

10+ years relevant experience

MBA

Job description

At Rowan Digital Infrastructure, we are transforming data center delivery for speed and scale. Our mission is to deliver best-in-class data center solutions to hyperscale customers who share our commitment to sustainability, and to do so with an unwavering focus on efficiency, quality, and flexibility. Our data center solutions are tailored to our customers’ needs and delivered by our exceptional end-to-end team. Rowan is assembling a strategic portfolio of data center sites in Tier 1 markets across the United States at various stages of development, and we’re looking for incredible and passionate people to help us advance our company and our commitment to building a more sustainable future.

Ready to join us in transforming the future of data centers and sustainability?

Role Summary

Our goal is to build the most customer-focused and innovative business development team in digital infrastructure: one that customers see as the partner who understands their needs best, moves with them, and makes it easier to build at scale. We want a team that sets the standard for how large-scale capacity is sold and delivered, that learns from every customer conversation, and that keeps getting better. If you want to help build that kind of team, not just join one, this is the role.

The Director, Customer Development is a senior, customer-facing leader on our Business Development team. You will own relationships with key customers, shape and advance a pipeline of large capacity opportunities, and help us get better at understanding what customers need and how we deliver it. This is a role for someone who wants to work directly on very large, complex, long-term commitments, who can bring structure, judgment, and credibility to customers and to our internal teams, and who wants to help set a new standard for how this work is done.

Travel

Ability to travel up to 25%-30% for company gatherings or to project sites.

Location

Denver, CO (3-day hybrid in-office role)

Compensation

$169K - $205K (Offers Bonus plus Variables )

Essential Responsibilities

• Own and deepen relationships with key customers, which can include hyperscalers, AI labs and other AI-native companies, neoclouds, and others, serving as a trusted partner who understands their roadmaps, constraints, and decision-making
• Originate and shape opportunities across our site and campus portfolio, matching customer needs to what Rowan can deliver and when
• Lead pursuits from first conversation through commercial alignment, coordinating closely with our BD Commercial Strategy & Negotiation team as deals move toward terms
• Gather and communicate structured customer insight: where customers are growing, what they value, and where they need partner support
• Work with Development, Engineering/Construction/Ops (ECO), Finance, and Legal to keep customer commitments, site readiness, and delivery plans aligned
• Contribute to how we sell and support new engagement models and products, bringing the customer’s “job to be done” to those internal conversations
• Bring new ideas to how we engage customers, and help turn what works into repeatable practice for the whole team
• Keep pipeline, account plans, and activity current in our CRM, working with BD Ops & Support (BD-OS) on reporting and deal coordination
• Mentor and develop team members, and help raise the standard for how the team prepares for and runs customer engagements

Education, Skills, And Experience

• Bachelor's degree; In lieu of degree will consider candidates with 10+ years of relevant experience. MBA or relevant advanced degree a plus.
• 10+ years in data center, digital infrastructure, cloud, or adjacent industries, with significant experience working with hyperscale, AI, or large enterprise customers
• Track record of consistently meeting quota and success in hunting and building within key accounts
• Experience leading complex customer deals and structures, including multi-stakeholder opportunities with long sales cycles, significant dollar value, and commitments that span capacity, timing, and risk
• Strong understanding of data center fundamentals: power, capacity, delivery timelines, and how they shape customer decisions
• Ability to think across customer, commercial, technical, site, and business strategy dimensions, and to explain tradeoffs clearly
• A genuine customer orientation, curiosity about how customers make decisions, and a drive to keep improving how we serve them
• Strong executive presence, written and verbal communication, and the judgment to represent Rowan in senior customer conversations
• A collaborative, direct, and results-oriented working style, and comfort operating in a fast-moving, growing company
• Willingness to travel to build customer and colleague relationships
• Results driven with a willingness to work the hours to get a deal to execution

Fueled by Excellence & Collaboration

At Rowan, we are a distributed team united by a common mission to transform data center delivery. Across our two offices, we offer a hybrid work environment supported by teamwork, technology, and in-office gathering time to help you be successful. We are headquartered in downtown Denver, Colorado and have an office in Seattle, Washington. Our team of talented and passionate individuals is spread out across the U.S.

Here to support you

• Hybrid working environment
• Team building and educational opportunities
• Generous benefits package including robust health benefits and a 401(k)-company contribution
• Unlimited PTO
• RTD ECO pass or parking reimbursement
• Competitive compensation, bonus, and an incentive plan

Equal Opportunity Employer

Rowan Digital is an equal opportunity employer. We welcome and celebrate diversity in all aspects of our workforce. We do not discriminate based on race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or any other legally protected status. We strive to create an inclusive environment where everyone can thrive.