Role Description Lantronix 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. Qualifications - Bachelor’s degree in engineering, Computer Science, Aerospace, Business, or equivalent experience - At least 5 years of experience selling embedded compute, semiconductor, or IoT hardware into OEM accounts Requirements - Proven track record of OEM design wins and production ramp revenue - Existing relationships with drone, robotics, or defense companies in the Western U.S. - Strong technical knowledge of embedded systems, connectivity, and Edge AI concepts - Experience managing long and complex sales cycles - Strong CRM discipline and forecasting accuracy Benefits - Estimated salary: $120,000 - $160,000 (USD) Job Responsibilities - Own 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 progression - Drive OEM design wins from evaluation through production ramp - Develop and execute a quarterly territory plan covering target accounts and opportunities - Prospect, qualify, and close new OEM customers across the Western region - Engage engineering, procurement, and executive stakeholders - Act as primary point of contact for key accounts and expand relationships - Partner with Field Application Engineers to support evaluations and demonstrations - Identify competitive threats and develop strategies to win business - Leverage distribution partners to grow pipeline and close opportunities - Drive joint account planning with partners - Work with manufacturer representatives to expand regional coverage - Represent the company at industry and trade events - Provide accurate forecasting and maintain CRM data integrity - Deliver regular territory updates to leadership - Ensure all sales activities and opportunities are properly documented - Conduct market and competitive research in drone and robotics industries - Share insights with product and marketing teams - Translate customer needs into product feedback - Support marketing initiatives and customer engagement efforts

• Serve as the primary contact for prospects & customers in Western region of the United States • Create relationships with MROs, Operators, and Flight Departments • Present proposals in support of customer exchange, sale, and lease requirements – Engines, APUs, and airframe components • Identify and quickly execute on sale and purchase opportunities • Identify strategic partners for forward stocking of inventory • Target customers with procurement needs that can be supported through JPL’s Supply Chain Solutions business • Effectively present the JPL value proposition to prospective customers • Provide creative revenue generating solutions to customers • Settle discrepancies with customers in a professional and timely manner • Identify market trends to anticipate areas of opportunity • Maximize sales and margin results • Attend domestic and international trade shows and conferences

• Hire, train, and manage of team of ASMs in accordance with Company policies • Enable the proper execution of Western Funding’s Five Step Sales Process • Set clear expectations for ASMs and use coaching to help them improve their performance • Review and discuss key metrics with ASMs and team on a periodic basis • Work to continuously improve your teams core selling skills and program knowledge • Deliver quarterly performance reviews focused on driving results and individual goals • Perform field visits while coaching ASMs on Company best practices • Handle escalated calls from dealers • Identify and implement strategies to improve performance that are within your control, communicate about opportunities where you don’t have full control • Manage monthly team volume goals with an emphasis on continuous improvement

• Own the full sales cycle: prospecting, discovery, demos, proposals, negotiation, and close. • Build and maintain a target account strategy by segment and customer profile. • Present and sell BluSynq, clearly articulating the ROI, efficiency gains, and revenue impact of AI powered call handling and booking automation. • Seamlessly transition new customers to onboarding and Customer Success for activation and first value realization. • Lead outbound strategy and execution across calls, email, LinkedIn, and industry events. • Develop and iterate on talk tracks, competitive positioning, objection handling, and demo structure. • Establish pipeline creation targets and inspection routines that translate activity into predictable results. • Create repeatable playbooks covering segments, sequences, cadences, and qualification criteria. • Share structured customer insights and market feedback with Product and leadership to inform roadmap, pricing, and packaging decisions. • Maintain accurate pipeline, activity tracking, and forecasting in CRM (HubSpot). • Consistently meet or exceed monthly and quarterly KPIs across outreach, demos, pipeline, and revenue. • Coordinate with Partnerships and Marketing to leverage partner channels and campaigns for pipeline generation.