Sales Account Director, EMEA (m/f/d)

Core Responsibilities

• Manage and lead a team of two Sales Managers within the System Sales Team EMEA, providing direction, coaching and performance management.
• Own and drive FormFactor's commercial system sales success across the EMEA region with full accountability for bookings growth, strategic market expansion and customer satisfaction.
• Develop and execute the regional growth strategy while identifying and capturing new market opportunities and business models to accelerate long-term revenue growth.
• Proactively expand and deepen relationships with strategic global accounts including Infineon, nVidia, STMicroelectronics, Bosch, GlobalFoundries, ams OSRAM and other key customers, acting as executive sponsor and trusted advisor.
• Directly own sales responsibility for selected key customers and distributors, including account strategy, opportunity development, commercial negotiations, forecasting and achievement of assigned sales targets.
• Serve as the ultimate owner and champion of customer satisfaction across EMEA, ensuring outstanding customer experience through service excellence, rapid issue resolution and continuous improvement initiatives.
• Lead and coordinate cross-functional teams across multiple Business Units, Operations, Service, Marketing and Product Management to drive business execution and deliver customer success.
• Build, scale and continuously evolve a high-performing sales organization capable of supporting the company's future growth ambitions in EMEA.
• Foster a culture of accountability, ownership, innovation and execution excellence through effective leadership, coaching and talent development.
• Own the regional business management process, including strategic planning, quarterly business reviews, pipeline governance, CRM forecast accuracy and commercial performance management.
• Actively influence company strategy by providing market intelligence, competitive insights and strategic customer feedback.
• Represent FormFactor at executive customer meetings, industry events and trade shows while strengthening the company's market position and brand perception.
• Drive operational excellence through continuous improvement of sales processes, forecasting methodologies and business analytics.
• Demonstrate strong entrepreneurial leadership by independently making business decisions, removing obstacles, mobilizing resources and delivering results in a highly dynamic environment.

Additional Leadership Requirements

• Proven ability to independently define strategy and translate vision into execution.
• Strong entrepreneurial mindset with a high degree of autonomy, ownership and accountability.
• Demonstrated track record of building organizations, developing leaders and leading through change.
• Ability to influence senior stakeholders internally and externally at executive level.
• Recognized for proactively identifying opportunities, taking calculated risks and driving transformational business outcomes.

Required qualifications

• Extensive senior sales leadership experience in a complex B2B technology environment, ideally within semiconductor, electronics, test and measurement or capital equipment markets.
• Proven track record of leading regional sales organizations, managing sales managers and developing high-performing teams across multiple countries and cultures.
• Demonstrated ability to own bookings growth, pipeline governance, forecast accuracy, strategic account planning and executive-level customer relationships.
• Strong commercial acumen with experience driving long-cycle, high-value opportunities and influencing cross-functional business execution at senior management level.
• Advanced proficiency with Microsoft productivity and business tools, including Outlook, Teams, Word, Excel and PowerPoint, for executive communication, forecasting, business reviews and performance management.
• Optional: Experience with Salesforce.com or comparable CRM platforms, including pipeline management, reporting and forecast governance.