Astera Labs (NASDAQ: ALAB) provides rack-scale AI infrastructure through purpose-built connectivity solutions. By collaborating with hyperscalers and ecosystem partners, Astera Labs enables organizations to unlock the full potential of modern AI. Astera Labs’ Intelligent Connectivity Platform integrates CXL®, Ethernet, NVLink, PCIe®, and UALink™ semiconductor-based technologies with the company’s COSMOS software suite to unify diverse components into cohesive, flexible systems that deliver end-to-end scale-up, and scale-out connectivity. The company’s custom connectivity solutions business complements its standards-based portfolio, enabling customers to deploy tailored architectures to meet their unique infrastructure requirements. Discover more at www.asteralabs.com.
Role Overview
Are you passionate about driving business growth for next-generation data infrastructure, working hand-in-hand with hyperscalers and AI platform providers? Do you thrive at the intersection of customer engagement, commercial strategy, and cutting-edge technologies like Open Rack, rack-scale systems, and PCIe scale-up architectures? At Astera Labs, you'll help shape how the world's largest AI platforms are connected — translating complex infrastructure trends into successful business outcomes.
As a Sr. Principal Business Manager, you will partner closely with customers, sales, product marketing, and engineering to accelerate revenue growth and execute strategic deals in the rapidly evolving AI and cloud infrastructure market. This is a high-visibility role for a hyper-growth, purpose-built connectivity company enabling rack-scale AI — requiring strong leadership, deep commercial acumen, and the ability to convert design wins into durable revenue.
עיקרי התפקיד
Drive Strategic Deal Pipeline
Lead engagement with hyperscale and AI customers to secure design wins and drive conversion to contracts and purchase orders
Focus on opportunities involving Open Rack deployments, rack-scale architectures, and PCIe-based scale-up systems
Partner with sales to accelerate pipeline execution for critical, high-impact deals
Own Commercial Strategy & Pricing
Define and approve pricing frameworks and commercial terms across key accounts
Align pricing strategies with market dynamics in AI infrastructure, rack-scale compute, and interconnect technologies
Collaborate with product marketing to ensure consistency across the product portfolio
Enable Customer & Segment Strategies
Develop playbooks for hyperscalers, AI cloud providers, and OEM segments
Incorporate insights across Open Compute / Open Rack ecosystems, rack-scale system design trends, and PCIe scale-up and high-speed interconnect adoption
Support negotiation strategy, solution positioning, and competitive differentiation
Support Business Scaling & Operations
Drive process improvements to support rapid growth in AI and data center markets
Partner cross-functionally to improve operational efficiency, tools, and organizational clarity
Basic Qualifications
Bachelor's degree in Engineering, Computer Science, Business, or a related field
12+ years of experience in product marketing, business management, sales, operations, or related roles in the semiconductor or data center ecosystem
Strong track record of leading complex deal negotiations and securing strategic customer agreements with hyperscalers, cloud providers, or OEMs
Deep understanding of PCIe and familiarity with Ethernet, UALink, UCIe, and system-level architectures
Demonstrated experience with AI / cloud infrastructure platforms, rack-scale system architectures, and scale-up vs. scale-out compute models
Exceptional communication and stakeholder management skills, with the ability to translate customer needs into compelling business and technical solutions
יתרון
MBA or advanced degree in Engineering, Computer Science, or Business
Direct experience supporting Open Compute / Open Rack ecosystems and engaging with hyperscale procurement and engineering teams
Familiarity with high-speed connectivity technologies (PCIe Gen 6/Gen 7, retimers, switches) and emerging AI fabric standards
Experience defining pricing frameworks and commercial models for high-growth semiconductor or systems products
Proven ability to operate effectively in a fast-paced, hyper-growth environment and influence executive stakeholders
We know that creativity and innovation happen more often when teams include diverse ideas, backgrounds, and experiences, and we actively encourage everyone with relevant experience to apply, including people of color, LGBTQ+ and non-binary people, veterans, parents, and individuals with disabilities.