Director, Sales

Job Description

The Director, Sales is a senior commercial leader responsible for driving strategic growth, executive engagement, and long-term partnerships with FormFactor’s most critical hyperscaler customers in the semiconductor industry.

Key Responsibilities

• Own and lead the global account strategy, governance, and performance for assigned hyperscaler customers with enterprise-wide scope.
• Serve as the primary executive-level commercial point of accountability, building trusted, multi-level relationships across customer organizations.
• Drive long-term partnership development through proactive engagement, roadmap alignment, and joint solution development.
• Establish structured account governance, including executive business reviews, strategic planning sessions, and performance tracking.
• Define and execute global account plans aligned to FormFactor’s corporate objectives and customer technology roadmaps.
• Identify, shape, and capture growth opportunities by aligning customer needs with FormFactor’s differentiated products and solutions.
• Drive achievement of annual revenue targets, long-term growth objectives, and market share expansion within assigned accounts.
• Anticipate industry trends, customer strategies, and competitive dynamics to inform proactive sales and engagement strategies.
• Lead cross-functional alignment across Business Units (BUs), Field Applications Engineering (FAE), regional sales, service, and Sales Operations teams to ensure seamless strategy execution.
• As the “voice of the customer” internally, influence product development, solution strategy, and operational priorities.
• Cook up global engagement models to ensure consistency in messaging, delivery, and customer experience across regions.
• Drive accountability and alignment across stakeholders to deliver integrated, value-driven customer solutions.
• Own revenue growth, margin performance, and overall commercial outcomes for assigned global accounts.
• Lead forecasting, pipeline development, and risk management for complex, high-value, long-cycle opportunities.
• Develop and execute global pricing strategies and commercial frameworks in partnership with Finance and Legal.
• Lead contract negotiations and oversee key commercial agreements to ensure favorable business outcomes and long-term value creation.
• Operate as a senior leader and thought partner, influencing internal and external stakeholders at the executive level.
• Mentor and guide regional sales teams and account contributors, fostering a high-performance, customer-centric culture.
• Drive alignment between sales strategy and broader organizational priorities, contributing to overall business success.

Skills

• Account Planning
• Cross-Functional Leadership
• Customer Relationship Building
• Deal Management
• Executive Relationships
• Global Account Management
• New Client Implementation
• Pipeline Management
• Pricing Strategies
• Sales Forecasting
• Semiconductors
• Value-Based Selling

Education & Experience

• Minimum of 12+ years of relevant experience in leadership roles, with a Bachelor’s degree; or 10 years and a Master’s degree; or a PhD with 8 years experience; or equivalent experience

Pay Range

This role in Livermore, California pays between $276,100.00 and $362,355.00 per year, depending on your experience, skills, and background. Pay may vary in other locations.

Benefits

• A full benefits package, including medical, dental, vision, life insurance, disability coverage, a 401(k) with company match, employee stock purchase plan (ESPP), and paid time off.
• You’ll also be eligible for quarterly profit-sharing bonuses and flexible spending or savings accounts.

Equal Employment Opportunity Statement

FormFactor is an equal opportunity employer. FormFactor complies with all national, state, and local laws that seek to promote equal opportunities for any applicant or employee without regard to age, race, color, gender, gender identity/expression, national origin, sexual orientation, religion, disability, marital status, pregnancy or related condition, military service, or any other legally protected characteristics. These protections apply to all aspects of employment, including but not limited to, recruitment, hiring, training, promotions, and compensation. For roles that are designated as remote-eligible, employees cannot be located in: AL, AK, AR, DE, GA, HI, IL, IA, KY, LA, ME, MD, MS, MO, NE, NV, NJ, NM, ND, OK, PA, RI, SC, SD, TN, WV, WI, WY. This list is continuously evolving and being updated, please check back with us if the state you live in is on the exclusion list. A role is remote-eligible only when it is listed as "Remote" in the job location.