Principal Enterprise Account Executive

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. Observe by Snowflake is a high-growth SaaS observability platform built on the Snowflake AI Data Cloud, enabling businesses to troubleshoot modern distributed applications 10x faster. Now, as a core part of Snowflake, we’ve reached a major milestone in the evolution of the Snowflake platform. By bringing AI-powered observability directly into the Snowflake ecosystem, we’ve created the first truly unified platform for telemetry and business data. Based in the UK, this Principal Sales Engineer is a critical, highly-visible role within our organization, serving as the primary technical resource for our Sales team. You will be responsible for driving the technical closure of sales opportunities by demonstrating the value of Observe to prospective customers. This role requires a blend of deep technical knowledge, strong presentation skills, and a customer-focused approach. KEY RESPONSIBILITIES: * Technical Discovery and Presentation: Conduct in-depth technical discovery sessions with prospects to understand their current environment, challenges, and specific observability requirements. Tailor and deliver compelling product demonstrations and technical presentations that showcase how our solution addresses their needs. * Proof of Concepts (POCs): Design, scope, and manage technical evaluations and Proof of Concepts, ensuring the successful setup and demonstration of value within the customer's environment. Document findings and present clear, persuasive results back to the customer. * Sales Team Support: Partner closely with Account Executives to develop and execute technical sales strategies. Act as the technical subject matter expert throughout the sales cycle, from initial contact to final contract. * Feedback and Product Collaboration: Serve as the voice of the customer to the Product Management and Engineering teams, providing crucial feedback on product capabilities, market needs, and competitive landscape. * Content and Training: Develop and maintain technical sales collateral, including demo environments, presentations, and best practice guides. Deliver technical training to the broader Sales organization. * Travel: Ability to travel to client sites and industry events as required. QUALIFICATIONS : Required * Bachelor’s degree in Computer Science, Engineering, or a related field, or equivalent practical experience. * 10+ years of experience as a Sales Engineer or Solutions Architect in the software industry. * Deep technical understanding and practical experience with modern Observability concepts (metrics, logging, tracing) and tools (e.g., Prometheus, OpenTelemetry, Grafana, ELK Stack). * Familiarity with cloud-native technologies (Kubernetes, Docker, Microservices) and major cloud platforms (AWS, Azure, GCP). * Strong verbal and written communication skills, with the ability to articulate complex technical concepts to both technical and non-technical audiences. Preferred * Experience selling to Developer, DevOps, and Site Reliability Engineering (SRE) personas. * Prior experience in a fast-paced, high-growth Observability or Application Performance Monitoring (APM) company. 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

Camunda

Camunda is the enterprise platform for agentic orchestration, enabling organizations to coordinate AI agents, people, and systems across complex, end-to-end business processes. With built-in governance, auditability, and human oversight, Camunda gives enterprises the control they need to move AI from pilots to production — safely and at scale. Trusted by over 700 organizations worldwide, including 9 of top 10 US banks, Camunda helps enterprises boost operational efficiency, accelerate time-to-value, and deliver better customer experiences. Fully remote and global, we are in the middle of something bigger: transforming into an AI-first organisation, built on our own platform. We use Agentic AI to automate, orchestrate intelligent processes, and elevate human contribution across every team. Named GP Bullhound’s Top 100 Next Unicorn list, 2025 Great Place to Work certified. Visionary in 2025 Gartner® Magic Quadrant™ for Business Orchestration and Automation Technologies. ranked 3rd in Flexa's 2026 Most Flexible Companies, We’re growing fast and looking for top talent to join our team. If you want meaningful work, visible impact and put something genuinely rare on your CV, keep reading. About the Role: Camunda's Solution Architects sit at the intersection of deep technical expertise and high-stakes business engagement. You are neither a pure engineer nor a traditional salesperson: you are the technical heartbeat of the sales cycle, responsible for making complex process orchestration technology real, credible and compelling for enterprise prospects. Based in London and covering the EMEA North region, you will work alongside Account Executives, Presales colleagues, Customer Success, Marketing and the wider GTM team. That means understanding a customer's architecture at a deep level, designing proof-of-concepts that actually run, and articulating the business value of Camunda in language a CFO and a Principal Engineer can both act on. You will handle the full arc: from discovery and demo through POC design, solution architecture and adoption roadmap, and you'll do it with the credibility that only comes from being someone who can open a terminal and write code. This is a remote-first role based in London. Some travel across the EMEA North region is expected as part of the job. What you'll be doing: Technical Presales Leadership * Lead POC engagements end-to-end: scoping, building, and presenting to both technical teams and exec sponsors * Run deep technical discovery and deliver tailored demos from hands-on architecture walkthroughs to C-suite value narratives * Troubleshoot and unblock self-managed deployment issues that arise during technical evaluations Solution Architecture & Advisory * Design end-to-end solution architectures integrating Camunda into complex cloud and hybrid enterprise environments * Lead architecture workshops, performance and security discussions, and build out phased adoption roadmaps * Get hands-on with code snippets, prototypes, and custom demos to bring proposed architectures to life Cross-functional Collaboration * Contribute to RFI/RFP responses with technically rigorous, commercially sharp content * Feed prospect insights back to Product and Engineering to influence the roadmap * Build and maintain reusable presales assets — demo environments, reference architectures, technical collateral — that lift the whole team * Engage with partner/SI ecosystems and contribute to Camunda's external reputation through content and community presence What you bring: * Ability and/or willingness to use our product. * 5+ years in Sales Engineering, Solution Architecture, or Technical Presales with a track record of winning complex, multi-stakeholder enterprise deals * Hands-on experience with process orchestration, BPM, or workflow automation; Camunda experience is a plus * Technically credible with developers and architects, you are comfortable with an object oriented language (Java preferred), microservices, APIs, CI/CD, and cloud/containerisation concepts * Able to lead architecture workshops and translate business requirements into clear technical designs * Equally comfortable in a deep technical dive with engineers and a value conversation with a C-level exec * You are genuinely curious and someone who leans in when they hit an unknown stack or concept, and handles objections with intellectual honesty * Invested in the team, not just the deal and shares frameworks, mentors peers, and cares about the craft of presales * Practically fluent in AI and you understand how generative, agentic, and predictive AI is reshaping enterprise automation, and can speak credibly to architecture decisions in that space Nice-to-haves: * Familiarity with the competitive landscape: RPA, low-code platforms and iPaaS, and how to position Camunda against them. * Deep experience in one or more enterprise industries such as Financial Services, Insurance, Energy, Government, Retail or Healthcare, and the ability to speak the language of that sector in a sales context. * Relevant architecture certifications (AWS Certified Solutions Architect, Azure Solutions Architect Expert, or similar). * Experience developing strategic adoption roadmaps or working with System Integrator partners. This role is an existing vacancy #LI-AL1 #LI-Remote What We Have to Offer: Compensation We offer competitive, fair, and transparent compensation. Salary ranges are location-based, with Standard and Major markets (global tech hubs) reflecting local competition. The Annual Total Target Cash (base salary + 100% variable target, where applicable) shown below spans from the minimum in a Standard market to the maximum in a Major market. Final offers depend on skills, experience, and location, and we typically hire in the first half of the range to allow room for growth: * United States: $230,800 to $372,100 * United Kingdom: £144,900 to £238,300 * Singapore: S$286,600 to S$429,900 If you’re based elsewhere, you’ll be hired via Remote.com (our global employer partner), and your Talent Acquisition Partner will provide a personalized Total Rewards Calculator after your first interview. Equity: We also offer equity (where applicable) through our Virtual Stock Option Plan (VSOP). Benefits & Perks We invest in your wellbeing, growth, and ability to connect, along with perks that support you no matter where you’re based. Our benefits are globally designed and locally delivered where applicable. * Remote & Flexible: Work from anywhere with the setup that suits you, home office budget, co-working space support, and flexible time off to recharge when you need it. * In Person Connection: We invest in meaningful face time through our Annual Kickoff (Vienna in 2025, Madrid in 2026!), team offsites, and Camundi Connection Budgets, including contributing to meetups while travelling,, and local gatherings with fellow Camundi. * Health & Wellbeing: Access locally tailored healthcare, Modern Health for global mental wellbeing, and our Live Well Lifestyle Spending Account (LSA), a flexible, global benefit that puts you in control of your whole life, not just work, from: staying active, to caring for family, exploring personal passions, meaningful experiences, and investing in your financial wellbeing. The Live Well program launches in 2026 and scales to €1,000 annually from 2027. * Financial Security: Retirement and pension plans (often with company contributions), plus life and disability insurance where relevant. * Professional Growth: Up to $/€/£1,000 per year for self-driven learning: courses, certifications, books, you decide! ”Everyone is welcome at Camunda” — it’s a celebrated component of our culture. We strive to create an inclusive environment that empowers our people. At Camunda, we honour diverse cultures and backgrounds and are proud to be an equal opportunity employer. All qualified applicants will receive consideration without regard to gender, race, ethnicity, religion, belief, sexual orientation, age, disability or any other protected characteristics under applicable law. We are looking forward to your application! Come join us and be part of Camunda’s incredible journey: Make an impact at a pivotal moment in our story! AI in our hiring process: Camunda may use AI tools to aid the screening of applications and during the interview process. You can learn more here

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. We are looking for a Principal Solution Engineer for the UK market who can solve our customer’s most complex problems. In this role you will work directly with the account sales team and channel partners to understand the needs of our customers, strategize on how to best support them in their evaluation and ultimately help our customers choose Snowflake as their solution. As a Snowflake Solution Engineer you share our passion for solving complex data challenges and helping organizations to get the most out of their data assets. Our technical landscape is ever evolving and you are keen to learn new skills and put them into practice on real world challenges. You are able to translate features and functions into solutions that solve business problems, in conversations with technical or business teams, with end users or executives. In this role you will get to: * Present Snowflake’s technology and vision to executives and technical contributors at prospects and customers * Work hands-on with prospects and customers to demonstrate and communicate the value of Snowflake technology throughout the sales cycle, from demo to proof of concept to design and implementation * Create and develop technical champions in your accounts to drive deals and achieve a technical win * Be at the cutting edge of Snowflake technology and confidently present Snowflake roadmap features and functionality to customers and/or prospects * Immerse and enable yourself in the ever-evolving industry, maintaining a deep understanding of competitive and complementary technologies and vendors and how to position Snowflake in relation to them * Work closely with other sales engineers to make each other the best and constantly learn from wins and losses * Collaborate with Product Management, Engineering, and Marketing to continuously improve Snowflake’s products and marketing * Represent Snowflake at industry or customer events * Work with our ecosystem and implementation partners to build joint architectures or collaborate on account strategies and initiatives to help our customers be successful * Proactively contribute and help co-develop Account & territory plans and execute while engaging with the broader internal/external ecosystem. On day one you we will expect you to have: * Experience working with modern data technology (e.g. dbt, spark, containers, devops tooling, orchestration tools, git, etc.) * Solution engineering/solution architect experience in a Saas environment or relevant industry experience (analytics, data science, data engineering etc) * Outstanding presentation skills to both technical and executive audiences, whether impromptu on a whiteboard or using presentations and demos * Understanding of and experience with data architecture, data analytics and cloud technology * Hands on experience with SQL * Ability to solve customer specific business problems and apply Snowflake’s solutions * Customer-facing skills to effectively communicate our vision to a wide variety of technical and executive audiences both written and verbal Preferred (but not required) to have: · Experience in the Wealth & Asset Management · Hands on experience with Python · Experience with AI, data science and machine learning technologies 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