About this opportunity
Silith lists this Director, Sales — AI Hyperscaler & OEM Accounts opportunity in northern, Kentucky. Review the employer’s description below for duties, qualifications and application requirements.
Job description
The Director, Sales — AI Hyperscaler & OEM Accounts will own Silith's business development strategy and execution with named AI hyperscaler (CSP) and OEM accounts. This person will identify, develop, and advance strategic account relationships from initial engagement through design-in and design win, working closely with the customer's technical, sourcing, and business stakeholders to position Silith's silicon photonics solutions within their AI infrastructure and networking roadmaps. The role works closely with the VP of BD, the CRO, and Sales Programs & Operations to build durable, multi-year account relationships, secure reference design wins, and convert them into revenue.
Responsibilities:
Strategic Account Development
Own and grow business development relationships with named AI hyperscaler and OEM accounts, in coordination with the CRO's overall account strategy
Identify and cultivate relationships across technical, sourcing, and business stakeholders within each account (e.g., hardware engineering, supply chain, procurement, product management)
Map account decision-making processes and build engagement plans tailored to each customer's evaluation and qualification cycle
Develop and maintain multi-year account plans that align Silith's roadmap with customer infrastructure and product cycles
Design-In & Design Win Development
Drive opportunities from initial technical engagement through design-in, qualification, and design win
Build the technical and business case for each opportunity, tailored to the customer's priorities, in partnership with Engineering and Product
Prioritize and pursue reference design wins with flagship AI hyperscaler and OEM accounts that establish Silith's credibility and unlock follow-on opportunities across the market
Progress opportunities through the design win funnel in coordination with Sales and Sales Programs & Operations
Customer Engagement & Relationship Management
Serve as a senior BD point of contact for AI hyperscaler and OEM accounts, building trusted relationships with key stakeholders over time
Lead or support technical and business reviews, roadmap briefings, and executive engagements with customer teams
Coordinate account-specific technical content and presentations with Technical Marketing to support the Challenge → Solution → Validated Result narrative used with technical buyers
Represent the voice of the customer internally, ensuring Engineering, Product, and executive leadership understand account priorities and requirements
Revenue & Pipeline Contribution
Build and advance a pipeline of design-in and design win opportunities that translate into multi-year revenue for Silith
Track account-level pipeline, milestones, and risks, and provide regular updates to the VP of BD and executive leadership
Support commercial discussions and pricing input alongside the CRO and Finance as opportunities mature toward revenue
Identify and help resolve blockers — technical, commercial, or organizational — that could delay account progression toward design win and revenue
Market & Account Intelligence
Track AI hyperscaler and OEM roadmaps, infrastructure strategies, and sourcing priorities relevant to silicon photonics and optical interconnect
Monitor competitive activity within target accounts and inform account strategy accordingly
Provide market and account feedback to Product and Engineering to inform roadmap prioritization
Cross-Functional Collaboration
Partner closely with Sales, Technical Marketing, and Sales Programs & Operations to ensure consistent account coverage and handoffs across the design win funnel
Coordinate with the Director of BD, Semiconductor & Ecosystem Partnerships where OEM account opportunities intersect with semiconductor or ecosystem partnerships
Keep the CRO and executive leadership informed of major account developments, risks, and opportunities
Requirements:
10+ years of experience in business development, strategic accounts, or partnerships at a technology, optical communications, semiconductor, or AI infrastructure company
Track record building and growing relationships with AI hyperscalers/CSPs and/or OEMs
Strong technical fluency — able to engage credibly with customer engineering and technical evaluation teams
Experience managing complex, long-cycle BD processes, from opportunity identification through design-in and design win
Strong executive presence and communication skills, with experience engaging senior customer stakeholders
Comfortable operating with significant autonomy in a fast-growing, cross-functional organization
Preferred Qualifications
Existing relationships with AI hyperscaler/CSP or OEM stakeholders relevant to AI infrastructure and optical interconnect
Experience with silicon photonics, optical interconnect, CPO/NPO architectures, or high-speed networking
Background in a technical role (engineering, applications engineering) prior to moving into BD
Experience navigating hyperscaler or OEM/systems company procurement and qualification processes
MBA or technical degree preferred
Success Measures
Secured reference design wins with flagship AI hyperscaler and OEM accounts
Growing, well-managed pipeline of design-in and design win opportunities within named accounts
Improved design win velocity and conversion within target accounts
Strong, durable relationships across technical and business stakeholders at key accounts
Measurable contribution to multi-year revenue growth from AI hyperscaler and OEM accounts
Tools you will master and utilize daily:
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Who can apply
Review the original listing for work authorization, qualifications and employer requirements.