Director of Technical Sales
Location:
Santa Clara, CA (or flexible)
Company:
Baya Systems
Reports to:
VP of Business Development
Role Overview
Baya Systems is seeking a customer-focused technical sales leader to drive strategic engagements from first contact through evaluation and commercial closure. This role owns the end-to-end pre-sales motion for Baya’s advanced fabric IP solutions across AI, HPC, and next-generation SoC platforms.
The Director of Technical Sales develops a strong understanding of customer architecture needs, aligns Baya solutions to those needs, and orchestrates internal technical, product, finance, and legal teams to advance opportunities to signed agreements. This role operates across multiple customers simultaneously and is expected to scale into senior technical sales leadership as Baya grows.
Key Responsibilities
Customer Engagement Leadership
- Lead multiple concurrent customer engagements from early discovery through evaluation and contract closure
- Build strong working relationships with customer architects, engineering leaders, and decision makers
- Expand engagement scope within accounts and identify new opportunities
- Maintain consistent engagement momentum and responsiveness across all active deals
Technical Opportunity Shaping
- Develop clear understanding of customer SoC, chiplet, and system architecture goals and constraints
- Articulate Baya fabric value proposition at system and architectural level
- Bring in appropriate internal architects and experts for deep technical discussions
- Ensure customer technical questions are addressed accurately and promptly
- Help shape evaluation scope, success criteria, and milestones
Evaluation Execution & Deal Advancement
- Coordinate customer evaluations from kickoff through completion
- Track progress, feedback, risks, and required technical responses
- Align internal engineering and solutions teams to customer timelines
- Drive engagements forward toward decision and design-win conversion
Commercial Structuring & Contract Closure
- Partner with VP Finance to structure licensing models, pricing frameworks, and delivery milestones
- Align technical scope with commercial value and customer business drivers
- Support negotiation strategy and deal positioning
- Work closely with in-house legal to define contract scope, obligations, and terms
- Drive engagements through final agreement and signature
Market Presence & Relationship Development
- Develop relationships across target semiconductor and AI silicon accounts
- Build credibility with customer architects and technical leaders
- Capture customer insight into product and go-to-market strategy
- Represent Baya in strategic customer and industry interactions
Qualifications
- 10+ years in semiconductor, SoC, or silicon IP industry
- Experience in technical sales, business development, applications engineering, or product roles
- Working understanding of SoC architecture, interconnect/fabric concepts, or chiplet-based systems
- Ability to engage credibly in technical discussions and coordinate subject-matter experts
- Experience supporting semiconductor evaluations or design-win processes
- Strong communication, organization, and customer leadership skills
Success Profile
- Advances many active customer engagements in parallel with structure and urgency
- Maintains high responsiveness and forward progress across long sales cycles
- Understands what technical and commercial elements are required to win each deal
- Engages the right internal experts at the right time to move opportunities forward
- Builds trusted relationships across customer engineering and leadership levels
- Aligns internal teams quickly to customer needs and timelines
- Anticipates obstacles and resolves them to sustain deal momentum
- Converts evaluations into structured commercial agreements
Growth Opportunity
This role is designed to evolve into senior technical sales leadership (VP Technical Sales) as Baya expands its customer base and sales organization.
rich.goldstein@bayasytems.com
