Commercial Account Executive - Expansion

Job description

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. THE ROLE You won't just carry a bag — you'll run a franchise. As a Commercial Expansion Account Executive at Snowflake, you own a portfolio of existing customers and are accountable for defending the base, driving healthy consumption growth, and expanding into new workloads and use cases. You'll partner with Solutions Engineers, Customer Success, and Services Delivery to turn customers into advocates and single-workload accounts into strategic platforms. This is not a renewals desk. You'll prospect within your install base, identify whitespace, build multi-threaded executive relationships, and close net-new expansion business — all while ensuring your customers are consuming Snowflake efficiently and getting measurable business value. WHAT YOU'LL DO Territory Strategy & Pipeline Generation - Own a defined patch of commercial accounts (<500 employees) and build a data-driven territory plan using propensity scoring, technographic signals, and consumption health indicators - Apply strategic tiering (20/80 rule) to focus time on high-potential "Sleeping Giants" — accounts with high whitespace relative to current spend - Consistently achieve 10+ external customer meetings per week through disciplined outreach rhythms - Map accounts to campaign plays (e.g., BI Consolidation, AI/ML expansion, Databricks defence) based on their tech stack and business signals Account Expansion & Deal Execution - Source, progress, and close expansion use cases using MEDDPICC methodology - Identify and articulate value hypotheses (Why Anything? Why Now? Why Snowflake?) tailored to each account's business priorities - Navigate complex, multi-persona deals — from technical champions to CFO-level economic buyers - Negotiate renewals, multi-year commitments, and capacity deals anchored in business value, not discounts Consumption Health & Customer Success - Distinguish between healthy and unhealthy consumption; proactively address inefficiencies before they become churn risk - Understand modern data architecture (transformation layers, BI performance, serverless economics) to advise customers on optimising their Snowflake deployment - Convert cost savings from efficiency improvements into budget for new workloads — turning defence into offence Competitive Defence - Protect the install base against competitive threats (Databricks, AWS-native, Azure Synapse) using TCO analysis, architectural advantages, and "Serverless Tax" positioning - Build proactive competitive strategies rather than reactive objection handling WHAT WE'RE LOOKING FOR Must-Have - 3+ years in a quota-carrying SaaS sales role with demonstrable pattern of achievement (top 20% attainment preferred) - Experience managing and expanding an existing customer book — not exclusively net-new acquisition - Ability to articulate technical value propositions to both technical practitioners and C-level executives - Proven prospecting discipline within an install base: pipeline self-sourced, not inherited - Familiarity with consumption-based or usage-based commercial models - Fluency in a structured sales methodology (MEDDPICC, MEDDICC, or equivalent) Strongly Preferred - Experience selling data, analytics, AI/ML, or cloud infrastructure solutions - Understanding of modern data stack architecture (data warehousing, ELT, BI tooling, data engineering) - Demonstrated use of AI/automation tools to enhance productivity (meeting prep, follow-up, personalisation, research) - Track record navigating competitive displacement scenarios - Experience with multi-year deal structuring and commercial negotiation (including MSA-level discussions) 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