Lead, Strategic Finance - Deals
Leads commercial structuring and economic recommendations for Snowflake’s largest international customer engagements across EMEA, APAC, and other markets. Requires 10+ years in strategic finance or related commercial roles, complex enterprise deal experience, strong financial modeling, regional commercial fluency, and senior customer presence.
About the job
Responsibilities
- Own deal-by-deal economic framing for qualifying international customer engagements, including net-new acquisitions, expansions, partnerships, and precedent-setting deals.
- Lead regional pricing and commercial structuring across capacity, consumption, hybrid AI, and multi-product agreements.
- Incorporate regional competitive benchmarks, willingness-to-pay, unit economics, multi-currency exposure, revenue recognition treatment, sovereignty constraints, and local commercial conventions.
- Serve as the in-region escalation point for live deals and drive cross-functional decisions to closure across time zones.
- Build relationships with regional Deal Desk, Legal, Revenue Accounting, AI Specialists, and Sales leadership.
- Shape commercial strategy, sequencing, and economic recommendations while maintaining margin discipline.
- Track concessions against margin-dilution thresholds and gate signature on readiness checks.
- Coach regional account executives on package strategy, negotiation sequencing, and deal positioning.
- Join qualifying customer conversations with senior stakeholders, including CFO, COO, CIO, and CPO leaders.
- Follow deal-playbook standards for financial controls, booking accuracy, revenue recognition, concession tracking, systems, and legal compliance.
- Use AI-assisted workflows for deal modeling, redline triage, stakeholder synthesis, recommendation drafting, and competitive benchmarking.
- Feed closed-deal lessons into qualification criteria, regional structuring patterns, fallback libraries, and lifecycle artifacts.
- Produce recommendation memos, deal updates, and postmortem materials for executive sponsors and the CFO.
Requirements
- 10+ years of experience in strategic finance, deal desk, pricing, commercial operations, sales finance, investment banking, or equivalent commercial roles.
- Experience structuring large enterprise commercial deals across multiple international markets, including multi-year capacity, consumption commitments, hybrid structures, multi-currency exposure, and multi-product agreements.
- Experience with deals greater than $75M TCV.
- Ability to run deals end-to-end with minimal management overhead across time zones.
- Deep regional commercial fluency, including pricing dynamics, revenue recognition, sovereignty and regulatory constraints, and enterprise software commercial norms.
- Strong financial modeling skills, including economic models, scenario analyses, sensitivity analyses, and concession ledgers.
- 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 with senior stakeholders on commercial structure, pricing, and economics.
- Strong written and verbal communication skills for executive narratives and multi-stakeholder alignment.
- Comfort using AI-assisted workflows as part of normal work.
- Comfort operating amid ambiguity on precedent-setting deals.
- Bachelor's degree in Finance, Economics, Computer Science, Engineering, or a related discipline.
Nice-to-haves
- MBA or advanced degree preferred.
Compensation and Benefits
- The provided description does not state compensation or benefits.
Skills
Strategic Finance, Financial Modeling, Pricing Strategy, Commercial Structuring, Deal Desk, Revenue Recognition, SaaS, Cloud Computing, Multi-Currency Analysis, Scenario Analysis, Sensitivity Analysis, Ai-Assisted Workflows, Commercial Contracting, Concession Management, CRM
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