Account Executive, Enterprise Acquistion

Account Executive, Commercial Acquisition

Snowflake

At Snowflake, we are powering the era of the agentic enterprise. To usher in this new era, we seek AI-native thinkers across every function who are energized by the opportunity to reinvent how they work. You don’t just use tools; you possess an innate curiosity, treating AI as a high-trust collaborator that is core to how you solve problems and accelerate your impact. We look for low-ego individuals who thrive in dynamic and fast-moving environments and move with an experimental mindset — who rapidly test emerging capabilities to discover simpler, more powerful ways to deliver results. At Snowflake, your role isn't just to execute a function, but to help redefine the future of how work gets done. ACCOUNT EXECUTIVE, COMMERCIAL ACQUISITION Build the future of data. Join the Snowflake team. Snowflake’s Commercial sales organization continues to grow and we are actively seeking a Commercial Account Executive to join the team. Our Account Executives are customer-obsessed and we believe in the value we can add and stay honest about it. We love to learn, are open to giving and receiving feedback and are passionate about making our clients successful. Our team works to ensure data is accessible, usable and valuable to everyone. YOU MAY BE A GOOD FIT FOR THE TEAM IF YOU: * Enthusiastic, self-motivated, and positive attitude with a passion for building customer relationships and closing new business opportunities. The Account Executive must have the confidence and ability to negotiate and close agreements with Clients and support new customers through our on-boarding process. * You are driven to exceed performance objectives. * You are excited about being positioned right in the middle of the exploding cloud based economy and to develop and maintain a highly desired knowledge of Snowflake’s solutions. * You have an understanding of the Cloud application/computing space along with familiarity with data warehouse or analytic technologies. * You are familiar with a solution-based approach to selling, have experience managing a complex sales process and possess excellent presentation and listening skills. * You have superb organization and contact management capabilities. * You are driven to achieve your mission and you love bringing the team together to achieve results together. IN THIS ROLE YOU WILL GET TO: * Sell to 250+ digital native and startup prospects in your region * Build trusted relationships with Snowflake internal resources, external partners, and client account teams to qualify deals, identify business value, and provide technical guidance in order to set proper expectations to ensure customer satisfaction * Leverage knowledge of a domain or industry to align Snowflake’s value to the customers’ business and technical problems * Immerse yourself in the ever-evolving technology and landscape while maintaining a deep understanding of competitive and complementary technologies and vendors and how to position Snowflake in relation to them. * Work hands-on with prospects and customers to deliver standard, customized and/or strategic solution demonstrations, white boarding, presentations, and best practices that showcase functional capabilities, competitive advantages, and business benefits of the Snowflake solutions throughout the sales cycle, from demo to proof of concept to design and implementation. * Guides customers in digital transformation and cloud adoption, understanding where Snowflake integrates with holistic architecture and strategy. * Provide ongoing, post-sales, technical guidance to the customer’s technical team to drive customer utilization of Snowflake and digital transformation success ON DAY ONE WE WILL EXPECT YOU TO HAVE: * 2+ years of field sales experience preferred with an emphasis on data, data analytics, database (SQL & NoSQL), ETL, or business intelligence. * Sales experience with emphasis on data, data analytics, database (SQL & NoSQL), ETL, or business intelligence preferred. * Proven ability to independently manage, develop, and close new client relationships. * Proven success in driving consistent activity, pipeline development and quota achievement. * Experience determining customer requirements and presenting appropriate solutions. * Proactive, independent thinking and a high energy/positive attitude. * Excellent verbal and written communication, presentation, and relationship management skills. * Ability to thrive in a fast-paced startup environment. * BA/BS preferred. Every Snowflake employee is expected to follow the company’s confidentiality and security standards for handling sensitive data. Snowflake employees must abide by the company’s data security plan as an essential part of their duties. It is every employee's duty to keep customer information secure and confidential. Snowflake is growing fast, and we’re scaling our team to help enable and accelerate our growth. We are looking for people who share our values, challenge ordinary thinking, and push the pace of innovation while building a future for themselves and Snowflake. How do you want to make your impact? For jobs located in the United States, please visit the job posting on the Snowflake Careers Site for salary and benefits information: careers.snowflake.com

Senior Manager, Field Marketing Acquisition

Snowflake

At Snowflake, we are powering the era of the agentic enterprise. To usher in this new era, we seek AI-native thinkers across every function who are energized by the opportunity to reinvent how they work. You don’t just use tools; you possess an innate curiosity, treating AI as a high-trust collaborator that is core to how you solve problems and accelerate your impact. We look for low-ego individuals who thrive in dynamic and fast-moving environments and move with an experimental mindset — who rapidly test emerging capabilities to discover simpler, more powerful ways to deliver results. At Snowflake, your role isn't just to execute a function, but to help redefine the future of how work gets done. Snowflake is about empowering enterprises to achieve their full potential and people too. With a culture that’s all in on impact, innovation, and collaboration, Snowflake is the sweet spot for building big, moving fast, and taking technology and careers to the next level. Snowflake Inc. is seeking a dynamic, results-oriented Senior Manager of Field Marketing- Acquisition, based in San Francisco or New York, to lead our Acquisition Field Marketing Team. In this role, you will own and evolve the strategic marketing vision for the acquisition sales motion, accelerating adoption of Snowflake’s AI Data Cloud. You will manage a team of individual contributors, leading the design, execution, and measurement of field marketing programs that drive pipeline growth and customer acquisition. Success in this role requires strong cross-functional leadership, close alignment with sales and marketing, and the ability to influence stakeholders at all levels. Responsibilities: * Own the field marketing strategy for Acquisition, focused on net-new logos. * Design and lead integrated field programs: combining ABM, SDR alignment, partner co-marketing, and executive engagement to drive demand * Oversee high-impact field experiences (regional events, executive dinners, roadshows, sponsorships, experiential programs) as part of a broader acquisition strategy * Optimize campaign mix and strategy based on KPIs including account engagement, pipeline impact, and ROI * Partner closely with Sales leadership to align on territory plans, account strategy, and pipeline goals * Build strong relationships with cross-functional teams (Growth Marketing, Product Marketing, Brand, Customer Marketing, SDR Teams and Partner Marketing) * Fostered a collaborative, growth-oriented team through continuous support, professional development opportunities, and defined career pathways. Required Skills & Experience: * 8+ years of B2B field marketing experience, with deep expertise supporting acquisition and net-new logo motions. * Proven success driving pipeline creation and revenue impact in close partnership with commercial and enterprise sales teams * Bachelor’s degree in marketing, business, or related field (MBA preferred) * 4+ years of people management experience, including managing 5+ direct reports * Strong executive presence and ability to influence Sales leaders * Data-driven mindset with experience measuring pipeline, ROI, and impact * Comfortable operating in a fast-paced, growth-oriented environment * Knowledge of using marketing tools like Marketo, Salesforce, wordpress * Proficiency with office productivity applications (e.g. Microsoft Office, Google Apps) * Demonstrates creative spark as expressed in ideas for messaging, creative design, etc. * Must be legally authorized to work in the United States without restriction * This position requires a hybrid work schedule requiring 3 days per week in office. HOW WILL YOU MAKE YOUR IMPACT? Apply today to bring your enthusiasm, creativity, and expertise to Snowflake, where you’ll play a pivotal role in advancing our Field Marketing Acquisition efforts. Enjoy high visibility and close partnership with Sales leadership, build scalable acquisition programs from the ground up, lead a team while staying close to execution, and make a direct impact on pipeline and revenue growth—driving adoption of Snowflake’s AI Data Cloud. If you’re a senior field marketer who excels at running events, leading people, and driving growth, we want to hear from you. Every Snowflake employee is expected to follow the company’s confidentiality and security standards for handling sensitive data. Snowflake employees must abide by the company’s data security plan as an essential part of their duties. It is every employee's duty to keep customer information secure and confidential. Snowflake is growing fast, and we’re scaling our team to help enable and accelerate our growth. We are looking for people who share our values, challenge ordinary thinking, and push the pace of innovation while building a future for themselves and Snowflake. How do you want to make your impact? For jobs located in the United States, please visit the job posting on the Snowflake Careers Site for salary and benefits information: careers.snowflake.com

Strategic Finance - Strategic Engagements, Deal Lead (NoAM)

Snowflake

At Snowflake, we are powering the era of the agentic enterprise. To usher in this new era, we seek AI-native thinkers across every function who are energized by the opportunity to reinvent how they work. You don’t just use tools; you possess an innate curiosity, treating AI as a high-trust collaborator that is core to how you solve problems and accelerate your impact. We look for low-ego individuals who thrive in dynamic and fast-moving environments and move with an experimental mindset — who rapidly test emerging capabilities to discover simpler, more powerful ways to deliver results. At Snowflake, your role isn't just to execute a function, but to help redefine the future of how work gets done. ABOUT SNOWFLAKE At Snowflake, we are powering the era of the agentic enterprise. To usher in this new era, we seek AI-native thinkers across every function who are energized by the opportunity to reinvent how they work. You don't just use tools; you possess an innate curiosity, treating AI as a high-trust collaborator that is core to how you solve problems and accelerate your impact. We look for low-ego individuals who thrive in dynamic and fast-moving environments and move with an experimental mindset, who rapidly test emerging capabilities to discover simpler, more powerful ways to deliver results. At Snowflake, your role isn't just to execute a function, but to help redefine the future of how work gets done. ABOUT THE TEAM Strategic Finance is the commercial and analytical engine behind Snowflake's product and revenue decisions. The team operates at the intersection of product strategy, pricing, and investment prioritization. Strategic Engagements, the function this role sits within, owns Snowflake's most consequential customer pursuits, partnerships, and M&A engagements. We bring financial, product, market, and pricing depth to the deals that determine quarters, set commercial precedent, and shape Snowflake's largest customer relationships. ABOUT THE ROLE We are hiring two Strategic Engagements Deal Leads to own the commercial structuring and execution of Snowflake's most consequential customer engagements across North America. You will own the deal-by-deal economic frame, commercial recommendation, and structuring approach for the company's highest-priority strategic engagements. The portfolio spans the full range of qualifying deals: net-new logo acquisitions, multi-year capacity expansions in installed-base accounts, partnership-driven commercial structures, and deals that set commercial precedent for new business models. You will partner directly with account leadership, Specialist Sales, AI Specialists, Deal Desk, Legal, Pricing, and Revenue Accounting. You will join customer conversations on qualifying deals, particularly with senior customer stakeholders (CFO, COO, CIO, CPO). The account team owns the customer relationship and close authority. You bring the commercial, financial, and pricing depth into the room and run the cross-functional play so the AE can stay focused on the customer. This is a generalist deal role at Phase 1. You will run any qualifying deal type. As the team and pipeline scale, deal coverage may specialize, with selection driven by Phase 1 outcomes, deal flow patterns, and your demonstrated strengths. IN THIS ROLE YOU WILL * Own Snowflake's Internal Deal Economics. Build the deal-by-deal economic frame for qualifying engagements: workload mix, capacity sizing, multi-year ramp, hybrid AI structures, multi-product economics, and competitive positioning. Translate the frame into a clear internal commercial recommendation that supports the account team's path to close. The account team owns the customer relationship and close authority; you own the Snowflake-side economic and structuring work. * Lead Commercial Structuring. Lead Snowflake's pricing and commercial structuring across capacity, consumption, hybrid AI, and multi-product deal structures. Bring competitive benchmarks, willingness-to-pay context, and unit economics into structuring conversations. Operate in both greenfield acquisition contexts and installed-base expansion contexts; structure deals appropriate to each in partnership with the account team. * Shape Commercial Outcomes. Shape the commercial strategy, sequencing, and economic frame that gives the account team the strongest path to win acquisition deals at defensible terms and to protect margin discipline on expansion deals. Deal outcomes are jointly owned with the account team; you own the Snowflake-side commercial frame and recommendation. * Run Concession Discipline. Track concessions live against tiered margin-dilution thresholds calibrated by deal-size band. Escalate structural concessions (renewal caps, evergreen discounts, affiliate-use extensions, termination-for-convenience, multi-year ramp giveaways) regardless of size. Gate signature on a passed readiness check. * Drive Cross-Functional Orchestration. Coordinate Revenue Accounting, Legal, Pricing, and ELT engagement across qualifying deals. Run the cross-functional play so the account team can stay focused on the customer. * Coach the Field. Coach the AE on package strategy, negotiation sequencing, and how to position the deal. Bring the Strategic Engagements playbook into the field engagement. * Engage Customers Directly. Join customer conversations on qualifying deals with senior customer stakeholders. The account team owns the customer relationship and close authority. You bring the commercial, financial, and pricing depth into the room. * Adhere to the Deal Playbook. Run every deal in line with Strategic Engagements playbook standards: financial controls (booking accuracy, revenue recognition, concession tracking), deal process discipline, system requirements (CRM, contract management, billing), and legal compliance. * Operate AI-Native by Default. Use AI-assisted workflows for deal-economics modeling, redline triage, stakeholder synthesis, recommendation drafting, and competitive benchmarking. AI is a default execution mode, not an enhancement layer. * Build the Repeatable Playbook. Feed lessons from every closed deal back into qualification criteria, commercial structuring patterns, fallback library, and lifecycle artifacts. Calibrate the playbook quarterly through the Strategic Engagements postmortem. * Communicate to Executives. Produce the recommendation memos, daily deal update notes, and quarterly postmortem materials that connect deal status, commercial structure, key risks, and decisions in flight to executive sponsors and the CFO when material. WHAT YOU WILL NEED REQUIRED * 8+ years of experience in strategic finance, deal desk, pricing, commercial operations, sales finance, investment banking, or equivalent commercial roles, with a track record of structuring complex commercial deals at a scaling technology company. * Demonstrated experience structuring large enterprise commercial deals across both net-new logo acquisitions and installed-base expansions: multi-year capacity, consumption commitments, hybrid commercial structures, and multi-product agreements. Comfort with deals greater than $75M TCV. * High agency and standalone execution. You can run a deal end-to-end with minimal management overhead. You define your own structure, generate your own scaffolding, and drive your own decisions to closure. * Exceptional commercial judgment. Track record of evaluating tradeoffs between win probability, TCV, margin discipline, and competitive context, and producing decision-ready recommendations under deal pressure. * Strong financial modeling skills. Ability to build deal economic models, scenario analyses, sensitivity analyses, and concession ledgers that connect commercial structure to economic outcome. * Working understanding of cloud and software-as-a-service commercial models: pricing and packaging, billing and metering, revenue recognition, commercial contracting, and post-signature operations. * Customer-facing presence. Comfort engaging senior customer stakeholders (CFO, COO, CIO, CPO) on commercial structure, pricing, and economics. * Effective communicator. Capable of translating complex commercial structure into clean executive narratives, running productive multi-stakeholder meetings, and driving alignment in writing. * AI-native disposition. Comfortable using AI-assisted workflows for deal modeling, redline triage, stakeholder synthesis, and recommendation drafting as part of how you work. * Comfort with ambiguity. Willingness to operate on precedent-setting deals where commercial mechanics are not yet standardized. * Bachelor's degree in Finance, Economics, Computer Science, Engineering, or related discipline. MBA or advanced degree preferred. PREFERRED * Hands-on experience structuring deals at a high-growth cloud, data, AI, or SaaS company. * Familiarity with consumption-based and usage-based pricing in cloud, data, or AI platforms. * Experience with competitive pricing analysis and willingness-to-pay research. * Familiarity with revenue accounting (ASC 606), SOX controls, and audit-ready process design. * SQL fluency or comfort working directly with commercial data in a cloud data platform. LOCATION Menlo Park, CA. Snowflake HQ office. This role requires in-person attendance at least 3 days per week. Location is strict. EQUAL OPPORTUNITY STATEMENT Snowflake is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to age, color, gender identity or expression, marital status, national origin, disability, protected veteran status, race, religion, pregnancy, sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. Snowflake is growing fast, and we’re scaling our team to help enable and accelerate our growth. We are looking for people who share our values, challenge ordinary thinking, and push the pace of innovation while building a future for themselves and Snowflake. How do you want to make your impact? For jobs located in the United States, please visit the job posting on the Snowflake Careers Site for salary and benefits information: careers.snowflake.com