Strategic Finance - Strategic Engagements, Deal Lead (NoAM)
About The Position
Snowflake is hiring two Strategic Engagements Deal Leads to own the commercial structuring and execution of its highest-priority customer engagements across North America. The role builds the deal-by-deal economic frame, commercial recommendation, and structuring approach for strategic engagements, including net-new customer acquisitions, multi-year capacity expansions, partnership-driven commercial structures, and deals establishing precedent for new business models. The Deal Lead partners with account leadership, Specialist Sales, AI Specialists, Deal Desk, Legal, Pricing, and Revenue Accounting. They bring financial, product, market, and pricing expertise to qualifying deals and participate in customer conversations, including with senior stakeholders. The account team retains ownership of the customer relationship and close authority; the Deal Lead owns Snowflake's internal economic analysis and commercial structuring. This is initially a generalist deal role, with potential for specialization as the team and pipeline grow. The role requires in-person attendance at Snowflake's Menlo Park, California headquarters at least three days per week. Snowflake describes an AI-native approach to work, using AI-assisted workflows as a default execution mode.
Requirements
- At least 8 years of experience in strategic finance, deal desk, pricing, commercial operations, sales finance, investment banking, or equivalent commercial roles, with experience structuring complex deals at a scaling technology company.
- Demonstrated experience structuring large enterprise deals for both net-new acquisitions and installed-base expansions, including multi-year capacity, consumption commitments, hybrid structures, and multi-product agreements; comfort with deals exceeding $75M TCV.
- Ability to run deals end-to-end with minimal management overhead and drive decisions to closure.
- Strong commercial judgment in balancing win probability, total contract value, margin discipline, and competitive context, and producing decision-ready recommendations under pressure.
- Strong financial modeling skills, including deal-economic models, scenario and sensitivity analyses, and concession ledgers.
- Working understanding of cloud and SaaS commercial models, including pricing and packaging, billing and metering, revenue recognition, commercial contracting, and post-signature operations.
- Comfort engaging senior customer stakeholders such as CFOs, COOs, CIOs, and CPOs on commercial structure, pricing, and economics.
- Ability to explain complex commercial structures in executive narratives, lead multi-stakeholder meetings, and drive alignment in writing.
- Comfort using AI-assisted workflows for deal modeling, redline triage, stakeholder synthesis, and recommendation drafting.
- Willingness to work on ambiguous, precedent-setting deals without standardized commercial mechanics.
- Bachelor's degree in Finance, Economics, Computer Science, Engineering, or a related discipline.
Nice To Haves
- MBA or advanced degree.
- 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.
Responsibilities
- Build the internal economic frame for qualifying engagements, including workload mix, capacity sizing, multi-year ramps, hybrid AI structures, multi-product economics, and competitive positioning; translate it into a clear commercial recommendation.
- Lead pricing and commercial structuring across capacity, consumption, hybrid AI, and multi-product deals, using competitive benchmarks, willingness-to-pay context, and unit economics.
- Shape commercial strategy, deal sequencing, and the economic frame to support acquisition wins on defensible terms and protect margin discipline on expansions.
- Track concessions against tiered margin-dilution thresholds, escalate structural concessions regardless of deal size, and gate signature on a readiness check.
- Coordinate Revenue Accounting, Legal, Pricing, and executive leadership engagement across qualifying deals.
- Coach account executives on package strategy, negotiation sequencing, deal positioning, and use of the Strategic Engagements playbook.
- Join qualifying customer conversations with senior stakeholders, providing commercial, financial, and pricing expertise.
- Follow the deal playbook for financial controls, booking accuracy, revenue recognition, concession tracking, process discipline, system requirements, and legal compliance.
- Use AI-assisted workflows for deal-economics modeling, redline triage, stakeholder synthesis, recommendation drafting, and competitive benchmarking.
- Feed closed-deal lessons into qualification criteria, structuring patterns, fallback materials, and lifecycle artifacts; help calibrate the playbook through quarterly postmortems.
- Prepare recommendation memos, daily deal updates, and quarterly postmortem materials for executive sponsors and the CFO when material.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
