Principal Sales Account Manager

Onto Innovation is a leader in process control, combining global scale with an expanded portfolio of leading-edge technologies that include: 3D metrology spanning the chip from nanometer-scale transistors to micron-level die-interconnects; macro defect inspection of wafers and packages; metal interconnect composition; factory analytics; and lithography for advanced semiconductor packaging. Our breadth of offerings across the entire semiconductor value chain helps our customers solve their most difficult yield, device performance, quality, and reliability issues. Onto Innovation strives to optimize customers’ critical path of progress by making them smarter, faster and more efficient.Job Summary & ResponsibilitiesPosition SummaryThe Eastern US Regional Sales Manager (RSM) will report directly to the VP/GM - North America Region and is responsible for driving revenue and service growth through strategic account share of wallet expansion and widening our regional customer footprint in the Semiconductor Metrology, Inspection and Lithography markets. This role requires a senior, customer centric sales professional to own the entire sales cycle, from strategy development through tool acceptance and long-term customer satisfaction.This role will develop and execute detailed account-level sales strategies, lead cross-functional coordination, and serve as a primary interface between customers and internal stakeholders, including factory operations, applications engineering, service, and executive leadership. Success in this role requires strong commercial acumen, technical understanding, and the ability to navigate complex customer environments while achieving Onto Innovation’s revenue and margin objectives.Key ResponsibilitiesDevelop and execute comprehensive account strategies, including objectives, growth plans, and tactical actions to expand revenue while maintaining margin targetsOwn overall territory performance, balancing focus between large strategic accounts and broader regional customer baseServe as the primary relationship owner for Key Strategic Accounts, building deep, multi-level customer engagement (engineering, operations, procurement, and executive leadership)Manage and grow a diverse portfolio of regional customers, ensuring consistent pipeline development and revenue contributionExpand market presence by developing new customers and strengthening relationships with emerging accountsLead contract negotiations, including commercial terms, pricing strategies, and amendmentsDevelop long-term account plans aligned to customer technology roadmaps and Onto Innovation’s strategic objectivesDrive design wins, tool of record positions, and multi-year growth opportunities within key accountsCoordinate executive alignment and sponsorship for critical customer engagementsProactively identify risks and opportunities within key accounts and mobilize internal teams to respondEfficiently prioritize time and resources across multiple accounts to maximize territory productivityMaintain accurate weekly sales forecasts (rolling six-month outlook) using internal tools (Excel / SharePoint)Ensure all opportunities are properly documented, quoted, and incorporated into the revenue planCoordinate with internal teams (factory, service, applications, engineering) to ensure seamless execution of customer requirementsConduct regular F2F customer meetings, including weekly calls across multiple time zonesProvide detailed sales call reports, action plans, and follow-through on all open itemsIdentify and remove roadblocks to ensure on-time shipments and project successMonitor accounts receivable and support resolution of payment or collection issuesMaintain detailed knowledge of Onto Innovation products and competitive offerings, including positioning strategiesTravelTravel is required as necessary to support customer engagements, critical projects, and business objectives.QualificationsQualifications & ExperienceBachelor’s degree in Engineering, Business, or related field (preferred)7–12+ years of experience in technical sales, account management, or semiconductor capital equipment (or related industry)Proven track record of achieving or exceeding revenue targets in a complex sales environmentStrong understanding of customer operations and decision-making processes within key accountsExcellent communication, negotiation, and relationship management skillsAbility to manage multiple priorities and stakeholders in a fast-paced environmentWhy Join Onto Innovation?At Onto Innovation, we believe your work should matter—and so should your well-being. That’s why we offer competitive salaries and a comprehensive benefits package designed to support you and your family. From health, dental, and vision coverage to life and disability insurance, PTO, and a 401(k) with employer match, we’ve got you covered. You’ll also enjoy access to our Employee Stock Purchase Program (ESPP), wellness initiatives, and cutting-edge tools—all within a collaborative, inclusive culture where your contributions are valued and recognized.Compensation & Growth Base Salary Range:$ - $, offered in good faith and based on experience, location, and qualifications.Additional Rewards: Annual bonus opportunities and potential long-term incentives tied to both company and individual success.Empowering Every Voice To Shape The FutureOnto Innovation is committed to creating a workplace where every qualified candidate has an equal opportunity to succeed. We evaluate applicants based on skills, experience, and potential - without regard to race, color, religion, gender, sexual orientation, national origin, age, disability, veteran status, or any other characteristic protected by law. We believe diversity of thought and background drives innovation and strengthens our team.Important Note on Export ComplianceFor certain positions requiring access to technical data, U.S. export licensing review may be necessary for applicants who are not U.S. Citizens, Permanent Residents, or other protected persons under 8 U.S.C. 1324b(a)(3).