Commercial Business Manager

About Lattice

Lattice is a worldwide community of engineers, designers, and manufacturing operations specialists in partnership with world-class sales, marketing, and support teams, developing programmable logic solutions that are changing the industry. Our focus is on R&D, product innovation, and customer service, bringing total commitment and a keenly sharp competitive personality. If you flourish in a fast-paced, results-oriented environment, want to achieve individual success within a “team first” organization, and believe you can contribute and succeed in a demanding yet collegial atmosphere, Lattice may be the right fit for you.

About the Role

The Commercial Business Manager is part of the Business Management team — a centralized function embedded within the sales organization. Field sales owns the account and is responsible for the overall health of the customer relationship and business performance. The Commercial Business Manager supports the sales team and the customer on commercial topics: pricing strategy, contracts and commercial agreements, and customer programs. This is a senior individual contributor role. It is a salaried position with a corporate bonus structure; it is not a commissioned sales role. You will need to be credible with both the field sales team and with customers — someone who adds genuine commercial expertise and makes the account team more effective.

A key near-term priority for the role is putting commercial agreements — supply assurance, pricing frameworks, and purchase agreements — in place with major cloud and server customers.

Responsibilities

• Partner with field account teams to drive design wins, revenue growth, and market share across strategic accounts and segments — identifying commercial opportunities, removing obstacles, and helping to translate account strategy into results that meet corporate targets.
• Act as the commercial bridge between account managers, the pricing team, and segment marketing — aligning pricing strategies at the account and segment level, and ensuring each team's knowledge informs commercial decisions.
• Lead RFQ responses by bringing account context to the pricing team, accelerating the development of effective, commercially balanced proposals, and freeing account managers to focus on the customer relationship.
• Lead contract negotiations with customers to Lattice-preferred terms, covering master purchase agreements, multi-year pricing, supply assurance, rebates, and software/IP licensing.
• Coordinate contract review and execution across Legal, Finance, QA, and other internal functions.
• Engage directly with customer procurement and executive stakeholders; support supplier scorecards and customer business reviews.
• Act as an internal advocate for customer requirements — interfacing with Operations, Finance, Legal, and Marketing to get things done on behalf of the account team.
• Analyze consumption trends, funnel data, margin, and competitive dynamics to develop actionable insights for business reviews and leadership.
• Help account managers develop business plans and short- and long-range revenue outlooks.

Requirements

• Demonstrated success in a business management, commercial, or strategic account management role — ideally within the semiconductor or electronics industry.
• Strong commercial skills: pricing, contract negotiation, and multi-stakeholder deal management.
• Track record of building productive relationships at technical, business, and executive levels within large or complex accounts.
• Ability to understand customer needs — both technical and commercial — and translate them into clear proposals and positions.
• Clear, confident communicator — written, verbal, and in presentations.

Preferred Qualifications

• Bachelor's degree in a relevant field (business, engineering, or similar).
• Domain experience in FPGAs, programmable logic, or semiconductors more broadly.
• Familiarity with the commercial dynamics of the industrial, communications, compute, or automotive end markets.
• Working knowledge of OEM, ODM, and JDM manufacturing models and the commercial dynamics associated with each — including how purchasing decisions, contract structures, and pricing negotiations differ across these channels.
• Understanding of semiconductor supply chain dynamics: lead times, allocation strategies, wafer starts, inventory buffers, and supply assurance models — enough to negotiate credibly on commitments and service levels.
• Experience working in a matrixed organization, influencing across functions without direct authority.

Who You Are

• You are a strong collaborator. The field sales team needs to trust you as a commercial expert who makes their jobs easier. You support, advise, and execute — you do not compete for ownership of the account.
• You are direct and low-ego. You say what you think, you listen when challenged, and you do not play politics.
• You are rigorous. You back your commercial positions with analysis and are comfortable defending them internally and externally.
• You can lead without authority. This role requires influencing people across functions — Legal, Finance, Operations, Marketing — who do not report to you.
• You have good judgment. Pricing and contract decisions often involve competing pressures; you can weigh them and reach a defensible position.

Pay & Benefits

We have a market-based pay structure which varies by location. The base pay range is a guideline, and our compensation range reflects the cost of labor in the U.S. geographic market based on the location of the role. Pay within these ranges varies and depends on job-related knowledge, skills, and relevant work experience. For candidates who receive an offer, the starting salary will vary based on various factors including, but not limited to, qualifications, skill level, competencies, and work location.

Base Pay Range: $197,000

In addition to base pay, this role may be eligible for variable/incentive compensation and/or equity. This role is also eligible for a comprehensive, competitive benefits package which may include healthcare and retirement plans, paid time off, and more.