Sales Account Director - Hyperscaler Accounts

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 Sales Account Director - Hyperscaler Accounts is responsible for driving high-level customer engagement, business growth, and long-term partnership development with FormFactor's most strategic hyperscaler customers in the semiconductor industry.

This role owns global account strategy, customer relationship management and roadmap alignment. The GAM aligns customer needs to FormFactor's value solutions by translating customer roadmaps into coordinated commercial, technical, and operational strategies.


The role drives global strategy across regions and stakeholders, leading cross-functional collaboration with Field Applications Engineers (FAEs), Business Units (BUs), regional sales and service teams, Sales Operations, and executive leadership to deliver value-driven outcomes for both the customer and FormFactor.

Key Responsibilities:

Global Account & Customer Leadership

• Owns global hyperscaler account strategy, governance, and performance with enterprise-level scope and impact.
• Drives multi-level customer engagement, building trusted relationships and serving as the primary commercial point of accountability.
• Leads long-term partnership development through roadmap alignment, solution co-creation, and strategic collaboration.

Strategic Planning & Growth

• Identifies growth opportunities by aligning customer needs with FormFactor's differentiated value solutions.
• To drive and deliver the company's annual business objectives.

Cross-Functional & Global Execution

• Drives global account strategy across internal stakeholders, ensuring alignment and coordinated execution.
• Collaborates closely with FAEs, BUs, regional sales, service teams, and Sales Operations to deliver sustained, value-driven results.
• Serves as the voice of the customer internally, influencing product roadmap, solution strategy, and operational priorities.

Revenue, Forecasting & Commercial Leadership

• Accountable for revenue growth, margin performance, and overall commercial outcomes for assigned accounts.
• Oversees forecasting, pipeline management, and risk assessment for complex, high-value, long-cycle deals.
• Leads pricing strategy, contract negotiations, and commercial terms in partnership with Finance and Legal.

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 related experience with a Bachelor's degree; or 8 years and a Master's degree; or a PhD with 5 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.