Snowflake
Lead, Strategic Finance - Deals (International)
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At Snowflake
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.
About the Team
Strategic Finance is the commercial and analytical engine behind Snowflake's product and revenue decisions. The team operates at the intersection of product strategy, pricing, and investment prioritization. Strategic Engagements, the function this role sits within, owns Snowflake's most consequential customer pursuits, partnerships, and M&A engagements. We bring financial, product, market, and pricing depth to the deals that determine quarters, set commercial precedent, and shape Snowflake's largest customer relationships.
About the Role
We are hiring an International Strategic Engagements Deal Lead to own the commercial structuring and execution of Snowflake's most consequential customer engagements outside North America. You will be the in-region point person for Strategic Engagements across EMEA, APAC, and other international markets, providing time-zone coverage, local commercial relationships, and regional commercial structuring expertise that the NoAM-based team cannot deliver remotely.
You will own the deal-by-deal economic frame, commercial recommendation, and structuring approach for qualifying international engagements across the full deal portfolio: net-new logo acquisitions, installed-base expansions, partnership-driven structures, and precedent-setting deals. You will partner directly with regional account leadership, Specialist Sales, AI Specialists, regional Deal Desk, regional Legal, regional Revenue Accounting, and the central Strategic Engagements team. You will join customer conversations on qualifying deals, particularly with senior customer stakeholders (CFO, COO, CIO, CPO).
In This Role You Will
- Own International Deal Economics. Build the deal-by-deal economic frame for qualifying international engagements. Workload mix, capacity sizing, multi-year ramp, hybrid AI structures, multi-product economics, and competitive positioning. Translate the frame into a clear commercial recommendation that accounts for regional commercial realities.
- Lead Regional Commercial Structuring. Lead pricing and commercial structuring across capacity, consumption, hybrid AI, and multi-product deal structures. Bring regional competitive benchmarks, willingness-to-pay context, and unit economics into structuring conversations. Navigate multi-currency exposure, regional revenue recognition treatment, sovereignty constraints, and local commercial conventions.
- Provide Time-Zone Coverage. Be the in-region escalation point for live deals. Drive cross-functional decisions to closure on regional time, without waiting for NoAM business hours.
- Build Local Relationships. Build and maintain the regional cross-functional relationships (regional Deal Desk, Legal, Revenue Accounting, AI Specialists, Sales leadership) that allow Strategic Engagements to execute at speed in your markets.
- 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. 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.
- Coach the Field. Coach regional AEs on package strategy, negotiation sequencing, and how to position the deal. Bring the Strategic Engagements playbook into the field engagement, adapted for regional commercial norms.
- 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 international deal back into qualification criteria, regional commercial structuring patterns, fallback library, and lifecycle artifacts. Calibrate the playbook quarterly through the Strategic Engagements postmortem.
- Communicate to Executives. Produce the 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 when material.
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What You Will Need
Required
- 10+ 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 international commercial deals at a scaling technology company.
- Demonstrated experience structuring large enterprise commercial deals across multiple international markets: multi-year capacity, consumption commitments, hybrid commercial structures, multi-currency exposure, and multi-product agreements. Comfort with deals greater than $75M TCV.
- High agency and standalone execution. You can run a deal end-to-end with minimal management overhead, including across time zones from the central team. You define your own structure, generate your own scaffolding, and drive your own decisions to closure.
- Deep regional commercial fluency. Working knowledge of regional pricing dynamics, revenue recognition treatment, sovereignty and regulatory constraints, and the relational and commercial norms of enterprise software in your region.
- 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.
- Customer-facing presence. Comfort engaging senior customer stakeholders (CFO, COO, CIO, CPO) on commercial structure, pricing, and economics, in-region.
- Effective communicator. Capable of translating complex commercial structure into clean executive narratives, running productive multi-stakeholder meetings across time zones, and driving alignment in writing.
- AI-native disposition. Comfortable using AI-assisted workflows for deal modeling, redline triage, stakeholder synthesis, and recommendation drafting as part of how you work.
- Comfort with ambiguity. Willingness to operate on precedent-setting deals where commercial mechanics are not yet standardized.
- Bachelor's degree in Finance, Economics, Computer Science, Engineering, or related discipline. MBA or advanced degree preferred.
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Preferred
- Hands-on experience structuring international deals at a high-growth cloud, data, AI, or SaaS company.
- Established commercial relationships with regional Deal Desk, Legal, and Revenue Accounting at a major cloud or SaaS company.
- Familiarity with consumption-based and usage-based pricing in cloud, data, or AI platforms.
- Familiarity with regional revenue accounting nuances (e.g., IFRS 15 alongside ASC 606), SOX controls, and audit-ready process design.
- Experience with competitive pricing analysis and willingness-to-pay research, particularly across multiple regional markets.
- Multilingual professional fluency, where applicable to the region of focus.
- SQL fluency or comfort working directly with commercial data in a cloud data platform.
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
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