Director, Sales — AI Hyperscaler & OEM Accounts

Silith; United States; Hybrid; USD 180,000 - 280,000; Full time

Job summary

Silith is seeking a Director of Sales — AI Hyperscaler & OEM Accounts to own business development strategy and execution with named AI hyperscalers and OEMs. You will drive relationships from initial engagement through design-in and win, aligning Silith's silicon photonics solutions with customer AI infra roadmaps.

You will collaborate with the CRO, VP of BD, and Product teams to build multi-year plans, create compelling business cases, and advance revenue opportunities across high-growth

Qualifications

• 10+ years in BD/strategic accounts for tech or AI infrastructure.
• Proven ability to grow relationships with AI hyperscalers/CSPs and OEMs.
• Strong technical fluency for engaging engineering teams.

Responsibilities

• Own and grow BD relationships with named AI hyperscaler and OEM accounts, aligning with overall strategy.
• Identify cross-functional stakeholders and map engagement plans.
• Develop multi-year account plans aligned with Silith’s roadmap.
• Drive opportunities from initial tech engagement through design-in and design win.
• Build business cases with Engineering and Product.
• Pursue reference design wins with flagship accounts to unlock opportunities.
• Progress opportunities through the design win funnel with Sales ops.
• Serve as senior BD contact, building trusted relationships with stakeholders.
• Lead technical and business reviews, roadmaps briefings and exec engagements.
• Coordinate with Technical Marketing on content supporting Challenge→Solution→Validated Result narrative.
• Represent customer voice to Engineering, Product, and leadership.
• Track pipeline, milestones, risks; update leadership.

Skills

Strategic BD

Executive communication

Technical fluency

Long-cycle BD

Autonomy

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: