Manager, Commercial Acquisition Sales

About the role

Snowflake is expanding rapidly in Australia, and we are strengthening our Commercial team. We are seeking a District Manager to lead our Commercial Acquisition team, a front-line leadership position focused on securing new customers for Snowflake within the Australian Commercial sector. This role involves leading a team of Account Executives to generate pipeline, onboard new clients, and establish the groundwork for long-term consumption growth.

Key facts

What you'll do

• Achieve net-new customer acquisition targets for the Australian Commercial segment, ensuring accurate forecasts and consistent plan execution.
• Manage a team of Commercial Acquisition Account Executives, focusing on hiring, onboarding, coaching, and developing them into top revenue generators.
• Establish a consistent pipeline generation process in collaboration with Sales Development, Marketing, and Partners/Alliances.
• Develop territory and account strategies, including defining ideal customer profiles, identifying whitespace opportunities, and implementing structured account planning.
• Coordinate efforts with Sales Engineering, Professional Services, and the partner ecosystem to successfully onboard and expand new customer relationships.
• Foster a team culture aligned with Snowflake's Core Values, emphasizing thorough deal inspection, urgency, and control over sales processes.

Requirements

• Over 10 years of experience selling Cloud Solutions, Infrastructure Software, Databases, Analytics, or Applications Software.
• More than 5 years of sales management experience, specifically leading new-logo acquisition initiatives.
• Demonstrated success in leading acquisition or new-business sales teams to consistently exceed targets.
• Ability to coach Account Executives on selling business value through a structured process, creating urgency, and maintaining deal control.
• Experience guiding Account Executives through complex commercial and legal negotiations with procurement, legal, and business stakeholders.
• Experience scaling high-velocity sales operations with the involvement of channel partners.
• Experience selling to CEOs, CTOs, and Heads of Product, Engineering, or Data Science.
• Familiarity with consumption-based or usage commercial models and a land-to-expand sales approach.
• Ability to coach your team to identify and pursue opportunities within our ideal customer profile through a complex sales cycle.
• Ability to collaborate with Sales Engineering and customers to evaluate current architectures, define migration strategies, and build business cases for new customer acquisition.
• Strategic territory development and data-driven pipeline management skills.
• Eligibility to work in Australia.

Nice to have

• A genuine interest in technology and a customer-first mindset, with a dedication to continuous learning and teaching.
• Strong communication skills and openness to giving and receiving constructive feedback.

Skills & tools

• Cloud Solutions
• Infrastructure Software
• Databases
• Analytics Software
• Applications Software
• Cortex AI
• Agentic AI capabilities

Practical notes

• This role is hybrid.
• Snowflake is an equal opportunity employer committed to diversity and inclusion.
• All employees must adhere to company confidentiality and security standards for sensitive data.