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Snowflake is seeking an Account Executive to own the Defence territory in the UK, selling the Snowflake AI Data Cloud to the Ministry of Defence, defence primes, system integrators, and allied national security organisations. This is a field-based, mission-driven role for someone who understands how data transforms Defence outcomes and can navigate the sensitivities of secure and sovereign environments.
Key Responsibilities:
- Prospect, win, and onboard net-new Defence logos across the UK, breaking into MOD commands, defence primes, and strategic system integrators not yet using Snowflake
- Run complex, consultative sales cycles that align the Snowflake AI Data Cloud to mission priorities such as readiness, logistics, intelligence, and command and control
- Position Snowflake Cortex AI, Snowpark, and secure data sharing for sovereign, air-gapped, and high-assurance workloads
- Partner with Solution Engineers to design architectures meeting Defence security, residency, and accreditation requirements
- Navigate UK public sector procurement, including G-Cloud, Digital Outcomes, and framework and direct-award routes
- Build trusted relationships with mission owners, programme leads, and procurement contacts from technical practitioners to senior leadership
- Collaborate with partners, resellers, and cleared delivery teams to land and expand mission-critical data programmes
- Forecast accurately and manage pipeline through the full sales cycle, from qualification to close and expansion
Snowflake is positioning itself as a leader in the agentic enterprise era, seeking AI-native thinkers across all functions. The company emphasizes a culture of impact, innovation, and collaboration, with a focus on low-ego individuals who thrive in dynamic, fast-moving environments and embrace an experimental mindset.
Requirements:
- 5+ years of enterprise software, SaaS, or data platform sales experience with consistent quota overachievement
- Proven track record selling into UK Defence
- Experience with complex, multi-stakeholder sales cycles and long-horizon programme engagements
- Working knowledge of UK public sector procurement frameworks and the realities of secure or classified environments
- Fluency in articulating the value of data, analytics, and AI to mission outcomes
- Strong commercial discipline across territory planning, forecasting, and negotiation
- Ability to hold or obtain UK security clearance (SC or above) as required by the territory
Bonus qualifications:
- Experience selling cloud data platforms, data warehousing, or AI and machine learning solutions
- Existing network across MOD, defence primes, or allied agencies
- Familiarity with secure data sharing, data sovereignty, and high-assurance deployment patterns
- Experience working alongside system integrators and cleared delivery partners
