Principal, GTM Enablement

About the role

Snowflake is seeking a Principal, GTM Enablement to serve as the architect and orchestrator of our highest-impact sales enablement programs. You will own the strategy and execution of Sales Kickoff, drive outcome-led selling across the field, activate with strategic initiatives, and lead signature programs including the Field Enablement Council and Field Academy. You are accountable for ensuring that every major enablement initiative translates directly into measurable pipeline and revenue impact. This role operates at the intersection of program strategy, sales methodology, and field leadership. You design the frameworks that shape how hundreds of sellers engage with customers, and you build the governance and measurement systems that ensure those frameworks take hold. You are the person field leaders turn to when they need programs that move numbers, not just check boxes.

Responsibilities

• Architect and execute Sales Kickoff end-to-end — from strategic narrative and agenda design through content design and review, speaker preparation, cross-functional coordination, and post-event activation — ensuring SKO drives measurable behavior change in the field.
• Enable sales programs that reinforce outcome-led selling, equipping sellers to lead with business value, quantify customer outcomes, and align Snowflake's platform to executive-level priorities.
• Own and chair the Field Enablement Council, bringing together ICs and managers across Sales, Sales Engineering, and Services Delivery to align on enablement priorities, resolve field gaps, and govern program quality.
• Own the Field Academy portfolio — a structured progression of enablement experiences spanning onboarding, skill-building, and advanced certification — that accelerates seller ramp and deepens expertise across seniority levels.
• Design and deploy targeted enablement interventions based on data signals (Gong, Salesforce, pipeline analytics, leadership input), diagnosing specific capability gaps and prescribing the right modality: workshop, coaching, peer learning, or AI-powered self-serve.
• Transpire field enablement programs into partner enablement offerings, working closely with the Partner Enablement team to adapt content, frameworks, and methodologies for partner sellers — ensuring channel partners are equipped to sell and position Snowflake with the same rigor as the direct field.
• Build the measurement infrastructure for all programs, defining success metrics tied to business outcomes (pipeline created, win rates, deal velocity, average deal size) and reporting progress to GTM leadership.
• Partner with Product Marketing, Field Engineering, and Revenue Operations to translate product launches, competitive shifts, and strategic pivots into field-ready programming at speed.
• Scale what works by capturing regional wins, codifying best practices, and propagating high-impact playbooks across the global field organization.
• Operate as a strategic thought partner to senior GTM leaders, proactively surfacing insights on field readiness and recommending investments that close the gap between strategy and execution.

Requirements

• 10+ years of experience in field enablement, sales strategy, GTM operations, or a combination, with at least 5 years designing and leading programs at scale in enterprise software.
• Proven track record of architecting and delivering large-scale sales events (Sales Kickoff, QBRs) that drive measurable field outcomes.
• Deep fluency in outcome-led and value-based selling methodologies (e.g., value selling, MEDDPICC, Challenger, Command of the Message) with the ability to design training that changes how sellers sell.
• Experience building and leading cross-functional governance bodies (councils, steering committees) that align stakeholders and drive accountability.
• Strong program management discipline — able to run multiple high-visibility initiatives simultaneously with executive-level stakeholder management.
• Data-driven mindset with experience using pipeline, win/loss, and activity data to diagnose gaps, prioritize interventions, and measure impact.
• Exceptional communication and facilitation skills; ability to command a room of senior sellers and influence without authority across Product, Marketing, Sales, and Engineering.
• Experience with enablement tooling and platforms (LMS, CMS, Gong, Highspot, Salesforce) and a forward-leaning approach to AI-powered learning.
• Experience extending enablement programs to partner ecosystems and collaborating with partner-facing teams.
• Strategic thinker who thrives in fast-moving environments requiring resourcefulness, agility, and comfort with ambiguity.
• Bachelor's degree required.

Pay

The estimated base salary range for this role is $188,000 – $246,700. Additionally, this role is eligible to participate in Snowflake's bonus and equity plan. The successful candidate's starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location.

Benefits

• Medical, dental, vision, life, and disability insurance
• 401(k) retirement plan
• Flexible spending & health savings account
• At least 12 paid holidays
• Paid time off
• Parental leave
• Employee assistance program
• Other company benefits