Principal Sales Account Manager

Onto Innovation•Remote-MA, MA

1d•Hybrid

About The Position

Onto Innovation is a leader in process control, combining global scale with an expanded portfolio of leading-edge technologies that include: 3D metrology spanning the chip from nanometer-scale transistors to micron-level die-interconnects; macro defect inspection of wafers and packages; metal interconnect composition; factory analytics; and lithography for advanced semiconductor packaging. Our breadth of offerings across the entire semiconductor value chain helps our customers solve their most difficult yield, device performance, quality, and reliability issues. Onto Innovation strives to optimize customers’ critical path of progress by making them smarter, faster and more efficient. The Eastern US Regional Sales Manager (RSM) will report directly to the VP/GM - North America Region and is responsible for driving revenue and service growth through strategic account share of wallet expansion and widening our regional customer footprint in the Semiconductor Metrology, Inspection and Lithography markets. This role requires a senior, customer centric sales professional to own the entire sales cycle, from strategy development through tool acceptance and long-term customer satisfaction. This role will develop and execute detailed account-level sales strategies, lead cross-functional coordination, and serve as a primary interface between customers and internal stakeholders, including factory operations, applications engineering, service, and executive leadership. Success in this role requires strong commercial acumen, technical understanding, and the ability to navigate complex customer environments while achieving Onto Innovation’s revenue and margin objectives.

Requirements

Bachelor’s degree in Engineering, Business, or related field (preferred)
7–12+ years of experience in technical sales, account management, or semiconductor capital equipment (or related industry)
Proven track record of achieving or exceeding revenue targets in a complex sales environment
Strong understanding of customer operations and decision-making processes within key accounts
Excellent communication, negotiation, and relationship management skills
Ability to manage multiple priorities and stakeholders in a fast-paced environment

Responsibilities

Develop and execute comprehensive account strategies, including objectives, growth plans, and tactical actions to expand revenue while maintaining margin targets
Own overall territory performance, balancing focus between large strategic accounts and broader regional customer base
Serve as the primary relationship owner for Key Strategic Accounts, building deep, multi-level customer engagement (engineering, operations, procurement, and executive leadership)
Manage and grow a diverse portfolio of regional customers, ensuring consistent pipeline development and revenue contribution
Expand market presence by developing new customers and strengthening relationships with emerging accounts
Lead contract negotiations, including commercial terms, pricing strategies, and amendments
Develop long-term account plans aligned to customer technology roadmaps and Onto Innovation’s strategic objectives
Drive design wins, tool of record positions, and multi-year growth opportunities within key accounts
Coordinate executive alignment and sponsorship for critical customer engagements
Proactively identify risks and opportunities within key accounts and mobilize internal teams to respond
Efficiently prioritize time and resources across multiple accounts to maximize territory productivity
Maintain accurate weekly sales forecasts (rolling six-month outlook) using internal tools (Excel / SharePoint)
Ensure all opportunities are properly documented, quoted, and incorporated into the revenue plan
Coordinate with internal teams (factory, service, applications, engineering) to ensure seamless execution of customer requirements
Conduct regular F2F customer meetings, including weekly calls across multiple time zones
Provide detailed sales call reports, action plans, and follow-through on all open items
Identify and remove roadblocks to ensure on-time shipments and project success
Monitor accounts receivable and support resolution of payment or collection issues
Maintain detailed knowledge of Onto Innovation products and competitive offerings, including positioning strategies