Principal Business Manager

Are you passionate about driving business growth for the next generation of data infrastructure with hyperscale and AI platform providers – through customer intimacy, deal negotiation and commercial strategies?

We are seeking a highly proficient and experienced business manager to join our team at Astera Labs. As a key member of our business management team, you will work closely with customers, sales, product marketing, operations and other internal cross-functional teams to accelerate revenue and execute on our deal pipeline for critical opportunities. With high visibility to the executive team and customers, this role requires strong leadership and communication skills, and a blend of commercial expertise and customer insight across our product portfolio. 

Based in San Jose, CA, this position requires an in-person presence with travel to customers. 

Key Responsibilities 

• Lead customer deal pipeline: Work closely with sales and lighthouse customers secure strategic design-wins and progress pipeline towards design-in and conversion to contracts and purchase orders. 
• Own commercial frameworks: Set, align and approve pricing and commercial terms for key deals and establish consistent pricing strategies and methodologies across products in partnership with product marketing teams.
• Facilitate customer and segment playbooks: Leverage commercial, market and product expertise to support strategy definition and partner with sales to develop playbooks for key customers, segments and regions – covering key elements such as customer insights, relationship mapping, competitive analysis, win/loss analysis solution positioning and negotiation plans. 
• Support business process innovation: Work closely with business functions to enable the next phase of scale through identifying, prioritizing and executing key operational improvements such as new operating procedures, tools or organizational clarity. 

Qualifications 

• Bachelor’s degree in engineering, computer science or business/marketing
• 10+ years of experience in, product marketing, sourcing, supply chain, operations, sales or other customer-facing product roles within the semiconductor industry
• Strong strategic thinking and analytical skills, with the ability to translate customer pain points into innovative solutions (deals, partnerships, or product adoption)
• Proven track record of negotiating and influencing customers, leading to key agreements, contracts or purchase orders
• Excellent communication and presentation skills, with the ability to articulate complex technical concepts in a clear and compelling manner 
• Broad understanding of high-speed protocols (PCIe is required; Ethernet, CXL, and other protocols are a plus) and system architectures used in cloud and AI infrastructure 
• Results-oriented mindset with a focus on driving measurable impact and achieving business objectives 
• Proven ability to collaborate effectively with cross-functional teams and drive consensus in a fast-paced, dynamic environment 
• Willingness to travel as needed for customer meetings, industry events, and trade shows