Strategic Finance

Responsibilities

• Own Snowflake's internal deal economics: 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 into a clear internal commercial recommendation.
• Lead commercial structuring: Lead 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 for both greenfield and installed-base contexts.
• Shape commercial outcomes: Shape commercial strategy, sequencing, and economic frame to support winning acquisition deals at defensible terms and protecting margin on expansions. Jointly own outcomes with account team.
• Run concession discipline: Track concessions against tiered margin-dilution thresholds. Escalate structural concessions regardless of size. Gate signature on readiness check.
• Drive cross-functional orchestration: Coordinate with Revenue Accounting, Legal, Pricing, and ELT across qualifying deals.
• Coach the field: Coach AEs on package strategy, negotiation sequencing, and positioning. Bring the Strategic Engagements playbook into field engagements.
• Engage customers directly: Join customer conversations on qualifying deals with senior stakeholders (CFO, COO, CIO, CPO), bringing commercial, financial, and pricing depth.
• Adhere to the deal playbook: Run deals in line with standards for financial controls, process discipline, system requirements, and legal compliance.
• Operate AI-native by default: Use AI-assisted workflows for modeling, redline triage, stakeholder synthesis, recommendation drafting, and benchmarking.
• Build the repeatable playbook: Feed lessons from closed deals back into qualification criteria, structuring patterns, fallback library, and artifacts. Calibrate quarterly.
• Communicate to executives: Produce recommendation memos, daily deal updates, and quarterly postmortem materials for executive sponsors and 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 (> $75M TCV) across net-new logo acquisitions and installed-base expansions: multi-year capacity, consumption commitments, hybrid commercial structures, and multi-product agreements.
• High agency and standalone execution: ability to run a deal end-to-end with minimal management overhead, defining own structure and driving decisions to closure.
• Exceptional commercial judgment: track record of evaluating tradeoffs between win probability, TCV, margin discipline, and competitive context under deal pressure.
• Strong financial modeling skills: ability to build deal economic models, scenario analyses, sensitivity analyses, and concession ledgers.
• Working understanding of cloud and SaaS 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).

Nice-to-Haves

• Experience with AI-native workflows and tools for deal modeling, analysis, and synthesis.