Strategic Finance - Strategic Engagements, Deal Lead (NoAM)

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

Corporate Counsel 2 - Product

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's Product Legal team is hiring a Corporate Counsel II to support Snowflake's AI Forward Deployed Engineering, AI Governance, Data Clean Rooms, and Native Apps product surfaces. We're looking for a thoughtful, business-minded lawyer who is energized by open-ended problems. You'll report to a Senior Corporate Counsel within Product Legal. RESPONSIBILITIES * Day-to-day product counseling for AI Governance, Data Clean Rooms, and Native Apps. Collaborate with PMs and engineers as features get scoped and built, diving deep on feature functionality, identifying what risks they introduce, and designing meaningful risk mitigations and compliance strategies. Advise on issues relating to IP, privacy, regulatory, contract architecture, and product policy, often at the same time. * Manage AI Forward Deployed Engineering engagements. Support commercial negotiations and drive cross-functional alignment with tax, accounting, finance, product, and engineering stakeholders. Comfort with novel commercial agreements matters here. * Draft and maintain customer-facing legal terms tied to new product offerings and launches. * Discover new best practices for product counseling in the AI era by reimagining how legal work can be done. REQUIREMENTS * Equivalent of 3+ years substantive post-bar legal practice, with substantive practice in one or more of the following: privacy / cybersecurity regulatory, tech transactions, AI/ML regulatory, IP (transactional or litigation), commercial litigation with technology clients, or hybrid commercial-regulatory practice. Your career arc should signal substantive curiosity and adaptability across areas — we care more about how you think and learn than about which practice group you sit in today. * Demonstrated comfort with technical product material — you should be able to read an architecture document and have a focused conversation with Engineering. * Strong judgment under ambiguity. * Clear written communication, especially translating legal positions into plain-English for sophisticated non-lawyer audiences. * Experimental mindset toward AI tooling: curiosity about emerging capabilities, willingness to test, and developed views on what works and what doesn't. AI tooling is part of how the team works day to day; that should sound like a feature of the role to you, not a hurdle. * Integrity, empathy, strategic thinking, and service orientation. * Active California bar OR active bar in another US jurisdiction with eligibility to register as in-house counsel in California. PREFERRED EXPERIENCE (one or more) * Custom enterprise deal experience, particularly technology transactions. * Active practice using AI tools (Cortex, Claude, ChatGPT, GitHub Copilot, or comparable) for legal work product. * Exposure to AI/ML product law: model licensing, data rights, AI Act and state AI laws, customer AI risk allocation. * Exposure to clean-room / multi-party data collaboration, marketplace, app distribution, or AI governance. * Substantive prior career before law school (e.g., teaching, military, government, healthcare, prior tech IC role, policy/advocacy, journalism). * Technical or quantitative academic background prior to law school. INTERVIEW PROCESS The complete interview process will include both remote and in-person interviews, as well as a structured in-office working session and reference checks. The working session will involve redlining a partnership integration agreement excerpt using AI tooling, defending the redline in a stakeholder simulation, walking through how the structure adapts when the partnership layers into a custom AI forward-deployed engineering engagement, and a brief feedback and reflection session. Working-session materials will be shared 48 hours in advance. 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

Startup Business Development Lead - Snowflake for Startups

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. ROLE OVERVIEW The Startup Business Development Lead will be a pivotal member of a small, agile, and global team. This role acts as a coordination overlay across Sales, Marketing, Product, AI Partnerships, Ventures, and Solutions Engineering teams, with the primary goal of targeting and winning workloads from top AI-native startups. The successful candidate will be a strategic thinker with a passion for the AI/ML ecosystem, dedicated to identifying and nurturing high-potential startups and ensuring their growth with Snowflake. This is a business role that requires intimate understanding of evolving AI technologies. Keys to success include proactive founder engagement, disciplined prioritization, cross-functional execution, and a commitment to measurable business outcomes. KEY RESPONSIBILITIES 1. Build relationships with high-priority AI-native startups * Leverage existing networks and cultivate new relationships to secure introductions to founders of high-potential AI-native startups. * Engage founders through direct outreach, partner referrals, industry events, conferences, and targeted networking opportunities. * Create meaningful founder engagement by connecting startup needs with relevant Snowflake product, go-to-market, and customer opportunities. * Leverage technical knowledge of AI to win trust and build collaboration hypotheses. 2. Prioritize the startup landscape and maintain market intelligence * Develop and maintain a categorized list of high-priority startups, including Tier 1 and Tier 2 companies, based on strategic importance, growth potential, funding, technology trends and alignment with Snowflake. * Continuously monitor venture funding activity, startup formation, product trends, and AI/ML ecosystem shifts to refine prioritization. * Partner with Sales, Marketing, Product, AI Partnerships, Venture, and Solutions Engineering to maintain a unified approach to startup outreach and engagement. 3. Drive growth, adoption, and partnerships on Snowflake * Allocate time strategically, with approximately 80% of efforts focused on Tier 1 startups and 20% focused on other high-potential opportunities. * Facilitate introductions between Tier 1 startup founders and Snowflake Executive Leadership Team members, meaning senior Snowflake leaders who can help deepen strategic relationships. * Provide go-to-market support by helping startups understand how Snowflake enterprise customers may evaluate, adopt, and expand startup solutions. * Support Product-Led Growth, meaning self-serve product adoption and expansion, by promoting Cortex AI products to startups not currently built on Snowflake and creating a path for them to move additional data and workloads onto Snowflake. * Collaborate with Sales and Solutions Engineering teams to help them sell Cortex AI products effectively and understand the consumption patterns, buying motions, and adoption needs of startups. 4. Build demand generation and ecosystem visibility * Identify and recommend high-leverage events, sponsorships, and ecosystem programs that enhance Snowflake visibility and generate quality startup leads. * Contribute to workshops, founder programming, PR initiatives, and other content that helps AI startups understand Snowflake offerings and adoption paths. * Design or support scaled events that create meaningful engagement among startups, venture firms, Snowflake customers, and internal Snowflake stakeholders. 5. Measure outcomes and report progress * Use measurement insights to refine startup prioritization, engagement strategy, and cross-functional operating cadence. * Track, and report progress against objectives including priority startup acquisitions, Snowflake commitment contracts, startup influenced consumption via connected apps on Snowflake etc. * Provide regular reports to management on startup engagement progress, outcomes, successes, challenges, and areas for improvement. * Work with Finance and Sales Operations to ensure accurate tracking of startup adoption, usage, commitments, and engagement metrics. QUALIFICATIONS * 8+ years of experience in business development, partnerships, startup ecosystem development, venture capital, corporate venture, GTM, cloud technology, AI/ML, or a related field. * Proven experience supporting high-growth startups at different stages of growth, with preference for candidates who have startup operating experience or have worked closely with founders. * Strong understanding of the AI technology stack, AI startup ecosystem, venture funding trends, cloud and data platform adoption patterns, and key product trends shaping AI-native companies. * Established network across startup founders, venture capital firms, accelerator ecosystems, enterprise technology leaders, and partner organizations. * Ability to translate Snowflake capabilities into startup-relevant value propositions, including product adoption, customer access, GTM support, and workload growth. * Strong executive presence, communication, presentation, and interpersonal skills, with the ability to engage founders, venture partners, senior executives, sales teams, and technical stakeholders. * Founder empathy and strong judgment in balancing startup needs with Snowflake business priorities, customer expectations, and internal capacity. * Comfort with ambiguity and willingness to operate strategically and tactically in a fast-paced, evolving environment. * Data-oriented operating style, including the ability to define metrics, track outcomes, identify patterns, and communicate progress clearly. WHAT SUCCESS LOOKS LIKE IN 12 MONTHS * Built credible, responsive relationships with top venture capital firms and ecosystem partners who help connect with high-priority AI-native startups. * Created meaningful engagements with top-tier AI startup founders and established repeatable paths for moving priority startups toward Snowflake adoption and growth. * Led or supported scaled events and ecosystem programs that drive quality customer engagements, founder participation, and actionable follow-up. * Demonstrated innovative ideas for creating campaigns, events or business development programs that address evolving technology trends or unmet startup needs. * Created a trusted operating rhythm with Sales, Marketing, Product, AI Partnerships, Venture, Solutions Engineering, Finance, and Sales Operations. Reports to Head, Snowflake Startups Additional Details: Hybrid Role: In office 3x per week in Menlo Park, CA 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