The posting
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 http://careers.snowflake.com
