Strategic Finance - Strategic Engagements, Deal Lead (NoAM) at Snowflake · LumiJobs

Responsibilities

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.
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.
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.

Strategic Finance - Strategic Engagements, Deal Lead (NoAM)

Responsibilities

Qualification

Preferred

Company

Snowflake

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