Sales Manager

This is a fully remote position, open to applicants in California.

📋 Description

• Take ownership of a designated territory or account portfolio and implement a consistent pipeline generation strategy.

• Develop and oversee qualified opportunities from initial discovery to proposal and closure, including pathways for design wins and pilot programs.

• Facilitate technical engagement with hyperscalers, ensuring alignment on architecture, evaluation timelines, interoperability/testing requirements, and criteria for pilot success.

• Collaborate with Product Marketing and Technical Marketing to craft account-specific messaging and ROI stories.

• Construct account plans and nurture relationships with executive and technical stakeholders at target customers.

• Assist in pricing, packaging, and deal structuring while ensuring proposals align with margin goals and product readiness.

• Uphold CRM integrity and forecasting accuracy, including managing opportunity stages, pipeline coverage, and closing probabilities.

• Identify potential risks and eliminate obstacles through cross-functional collaboration with Product, Engineering, Supply Chain/Ops, and Finance.

• Engage in partner and system-integrator activities, including OEM/ODM collaborations and system integrators.

• Secure initial pilot projects and evaluations with targeted hyperscaler clients.

• Transition qualified opportunities into proposals and closures as products become available.

• Exhibit consistent forecasting accuracy and enhance funnel health.

⛳️ Requirements

• 3–5 years of experience in quota-carrying B2B sales, focusing on networking, hardware, or related infrastructure products.

• A strong preference for experience in optics/transceiver sales.

• Proven track record in selling to data centers, cloud services, or enterprise IT environments with complex multi-stakeholder buying processes.

• Demonstrated ability to build a pipeline and successfully close pilots, production agreements, or significant contracts.

• Quick learner of technical product information, with the ability to convey value to both technical and business stakeholders.

• Excellent written and verbal communication skills.

• Comfortable delivering presentations internally and to customer teams.

• Proficient in using CRM tools and possess disciplined forecasting practices.

• Bachelor’s degree or equivalent in Engineering, Physics, Optics, Business, Communications, or a related discipline.

• Preferred: experience with pluggable optics, CPO, Silicon Photonics, or similar data center networking hardware.

• Preferred: familiarity with interoperability testing, procurement timelines, and qualification processes.

• Preferred: experience collaborating closely with product and engineering teams to inform commercialization strategies.

🏝️ Benefits

• Competitive base salary.

• Performance bonus.