Commercial Account Executive - Expansion
Own and expand a portfolio of commercial Snowflake customers by generating install-base pipeline, closing multi-persona expansion deals, and improving consumption health. The role requires 3+ years of quota-carrying SaaS sales experience, structured sales methodology expertise, and familiarity with usage-based commercial models.
About the job
Responsibilities
- Own and strategically tier a portfolio of commercial expansion accounts, focusing on high-potential whitespace opportunities.
- Generate pipeline through disciplined prospecting within the install base and achieve 10+ external customer meetings per week.
- Map accounts to campaign plays such as BI consolidation, AI/ML expansion, and competitive defense.
- Source, progress, and close expansion opportunities using MEDDPICC or an equivalent methodology.
- Build value hypotheses tailored to customer priorities and navigate multi-persona deals from technical champions to CFO-level buyers.
- Negotiate renewals, multi-year commitments, and capacity deals based on business value.
- Monitor consumption health, address inefficiencies, and advise customers on optimizing Snowflake deployments.
- Convert efficiency savings into budget for additional workloads and identify new use cases.
- Defend the customer base against Databricks, AWS-native, and Azure Synapse through TCO analysis and architectural positioning.
Requirements
- 3+ years of quota-carrying SaaS sales experience with demonstrated achievement.
- Experience managing and expanding an existing customer book.
- Ability to communicate technical value propositions to technical practitioners and C-level executives.
- Demonstrated prospecting discipline within an install base.
- Familiarity with consumption-based or usage-based commercial models.
- Fluency in MEDDPICC, MEDDICC, or an equivalent structured sales methodology.
Nice-to-haves
- Experience selling data, analytics, AI/ML, or cloud infrastructure solutions.
- Understanding of data warehousing, ELT, BI tooling, and data engineering.
- Use of AI or automation tools to improve productivity.
- Experience with competitive displacement scenarios.
- Experience structuring multi-year deals and negotiating MSA-level discussions.
Compensation and Benefits
- Salary and benefits information is provided on the Snowflake Careers Site for jobs located in the United States.
Skills
SaaS Sales, MEDDPICC, Consumption-Based Sales, Data Analytics, Artificial Intelligence, Machine Learning, Cloud Infrastructure, Data Warehousing, ELT, Business Intelligence, Data Engineering, Tco Analysis, Snowflake, Databricks, Azure Synapse
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