Director, Sales

FormFactor Inc.•Livermore, CA

8d•$276,100 - $362,355•Onsite

About The Position

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. Operating at an enterprise level, this role owns the global account strategy, aligning customer technology roadmaps with FormFactor’s value-driven solutions to deliver sustained growth, profitability, and competitive differentiation. The Director serves as the primary commercial leader and orchestrator across global regions and internal functions, ensuring coordinated execution and high-impact outcomes.

Requirements

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
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

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.
Act as the “voice of the customer” internally, influencing product development, solution strategy, and operational priorities.
Coordinate 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.