Strategic Finance - Strategic Engagements, Deal Lead (NoAM)
About Snowflake
Snowflake is powering the era of the agentic enterprise. 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.
Responsibilities
Own the deal-by-deal economic frame, commercial recommendation, and structuring approach for the company's highest-priority strategic engagements.
Partner directly with account leadership, Specialist Sales, AI Specialists, Deal Desk, Legal, Pricing, and Revenue Accounting to run the cross-functional play so the AE can stay focused on the customer.
Build the deal-by-deal economic frame for qualifying engagements, including 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.
Lead commercial structuring, bringing competitive benchmarks, willingness-to-pay context, and unit economics into structuring conversations.
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.
Track concessions live against tiered margin-dilution thresholds calibrated by deal-size band and escalate structural concessions regardless of size.
Coordinate Revenue Accounting, Legal, Pricing, and ELT engagement across qualifying deals and run the cross-functional play so the account team can stay focused on the customer.
Coach the AE on package strategy, negotiation sequencing, and how to position the deal, bringing the Strategic Engagements playbook into the field engagement.
Engage customers directly on qualifying deals with senior customer stakeholders, the account team owning the customer relationship and close authority.
Run every deal in line with Strategic Engagements playbook standards, including financial controls, deal process discipline, system requirements, and legal compliance.
Use AI-assisted workflows for deal-economics modeling, redline triage, stakeholder synthesis, recommendation drafting, and competitive benchmarking as part of how you work.
Feed lessons from every closed deal back into qualification criteria, commercial structuring patterns, fallback library, and lifecycle artifacts, calibrating the playbook quarterly through the Strategic Engagements postmortem.
Communicate to executives with 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.
Requirements
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.
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.
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.
Qualifications
Bachelor's degree in Finance, Economics, Computer Science, Engineering, or related discipline.
MBA or advanced degree preferred.
Skills
AI-native disposition.
Comfort with ambiguity.
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.
Pay
[Comp band placeholder. Per JD template rules, comp must be sourced from a currently posted Snowflake Careers URL before publication. Placeholder estimate for IC4 in Bay Area Strategic Engagements: $225K-$310K cash compensation with competitive equity. Confirm with Recruiting and Compensation before posting.]
Schedule
This role requires in-person attendance at least 3 days per week. Location is strict. Compensation [Comp band placeholder. Per JD template rules, comp must be sourced from a currently posted Snowflake Careers URL before publication. Placeholder estimate for IC4 in Bay Area Strategic Engagements: $225K-$310K cash compensation with competitive equity. Confirm with Recruiting and Compensation before posting.]
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.