Regional Sales Manager III (WEST)

**This position is remote in the US, ideal locations include (not limited to): WA, OR, West Coast.**Job SummaryLantronix is seeking a driven, technically fluent Regional Sales Manager to own and grow embedded compute and connectivity revenue within the Drone, Robotics, and Autonomous Systems vertical across the Western United States. This is a hunter-first role built for a seller who understands OEM design cycles, can engage credibly with hardware engineers and program managers, and has the relationships and market presence to open new logos and drive them from evaluation through production ramp. You will be the primary Lantronix field presence in the Pacific Northwest, targeting drone OEMs, robotics integrators, defense sub-primes, and commercial autonomy companies. Working closely with internal teams and partners, you will position Lantronix SOM platforms and IoT connectivity solutions as the design-in standard for autonomous systems. This role sits at the intersection of technical credibility and revenue execution, requiring strong relationship building, pipeline ownership, and solution-oriented selling.Job ResponsibilitiesRevenue and Pipeline OwnershipOwn and exceed quarterly and annual revenue quota for Drone and Robotics accounts across the Western U.S.Build and maintain a 4x pipeline coverage ratio with strong stage progressionDrive OEM design wins from evaluation through production rampDevelop and execute a quarterly territory plan covering target accounts and opportunitiesBusiness Development and Account ManagementProspect, qualify, and close new OEM customers across the Western regionEngage engineering, procurement, and executive stakeholdersAct as primary point of contact for key accounts and expand relationshipsPartner with Field Application Engineers to support evaluations and demonstrationsIdentify competitive threats and develop strategies to win businessChannel and Partner EngagementLeverage distribution partners to grow pipeline and close opportunitiesDrive joint account planning with partnersWork with manufacturer representatives to expand regional coverageRepresent the company at industry and trade eventsForecasting, Reporting and CRM DisciplineProvide accurate forecasting and maintain CRM data integrityDeliver regular territory updates to leadershipEnsure all sales activities and opportunities are properly documentedMarket Intelligence and CollaborationConduct market and competitive research in drone and robotics industriesShare insights with product and marketing teamsTranslate customer needs into product feedbackSupport marketing initiatives and customer engagement effortsEducation And ExperienceBachelor’s degree in engineering, Computer Science, Aerospace, Business, or equivalent experienceAt least 5 years of experience selling embedded compute, semiconductor, or IoT hardware into OEM accountsRequiredQualifications and SkillsProven track record of OEM design wins and production ramp revenueExisting relationships with drone, robotics, or defense companies in the Western U.S.Strong technical knowledge of embedded systems, connectivity, and Edge AI conceptsExperience managing long and complex sales cyclesStrong CRM discipline and forecasting accuracyPreferredExperience with defense or autonomous vehicle programsFamiliarity with embedded compute ecosystemsUnderstanding of UAV systems and sensor technologiesExperience with compliance frameworks such as NDAA or ITARChannel sales experience with major distributors or VARsLocationRemote, Western United States (Washington, Oregon, and surrounding region preferred)**Estimated salary: $145,000 - $170,000 (USD)**