Director, Sales

Job description

Forming Our Future together FormFactor, Inc. (NASDAQ: FORM), is a leading provider of essential test and measurement technologies along the full semiconductor product life cycle — from characterization, modeling, reliability, and design de-bug, to qualification and production test. Semiconductor companies rely upon FormFactor’s products and services to accelerate profitability by optimizing device performance and advancing yield knowledge. The company serves customers through its network of facilities in Asia, Europe, and North America. Rooted in our core values — Focus on the Customer, Ownership & Accountability, Respectfully & Effectively Communicate, and Motivate & Develop People — we foster an environment where diverse perspectives are not only welcomed but celebrated. Everyone can make an impact here. Whether it's improving products, supporting customers, or positively influencing peers and the community, the contributions of our people matter. Shift: The regular hours for this position are day shift. 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. 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. Key Responsibilities: Global Account & Customer Leadership 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. Strategic Planning & Growth 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. Cross-Functional & Global Execution 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. Revenue, Forecasting & Commercial Leadership 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. Leadership & Influence 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 | Required Pay Range: $276,100.00 - $362,355.00 Pay Range Explained: 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. We offer 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.