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Snowflake is seeking a Senior Deal Desk Manager to serve as a strategic advisor at the intersection of Sales, Finance, Legal, and Operations. This role shapes how Snowflake structures its most complex transactions and advances deal frameworks that underpin the go-to-market motion.
Key Responsibilities:
- Serve as a trusted strategic advisor to Sales VPs and executive leadership on the structure, negotiation, and approval of complex, high-value transactions across Acquisitions and Enterprise accounts.
- Own and drive deal strategy for a portfolio of strategic opportunities, setting the analytical and commercial framing that enables Sales leadership to make confident decisions at speed.
- Lead cross-functional alignment across Sales, Finance, Legal, Revenue Accounting, Professional Services, and Operations, ensuring deal processes scale with company growth and complexity.
- Define, design, and continuously improve deal policies, approval frameworks, and escalation paths, serving as a primary voice on deal governance.
- Synthesize deal concession data and commercial trends into structured insights that directly inform Finance and Sales leadership decisions.
- Mentor and develop junior Deal Desk team members, raising overall team capability through coaching on deal structuring, commercial judgment, and stakeholder communication.
- Partner with Sales Enablement and Operations to drive adoption of improved deal processes across the field, influencing behavior at scale.
- Champion AI-assisted deal workflows and automation tooling to accelerate review cycles and free the team to focus on strategic judgment over process administration.
About the Role:
The Deal Desk team sits at the forefront of Snowflake's growth, working in close partnership with the Sales organization on the most complex and strategic transactions. You'll operate at the center of every major deal, coordinating across Sales, Legal, Finance, and Operations to move opportunities from concept to close. You'll build relationships at every level of the company and have direct line of sight to decisions that drive Snowflake's revenue.
Requirements:
- 8+ years of experience in deal desk, commercial finance, contracts, or sales operations, with a demonstrated track record of owning complex deal cycles end-to-end.
- Ability to read, understand, and draft contractual business terms and conditions for complex, multi-year transactions.
- Deep understanding of revenue recognition principles and US GAAP, and their practical application in SaaS and consumption-based commercial models.
- Proven ability to influence executive-level stakeholders, with strong written and verbal communication skills that translate complexity into clarity across all levels of the organization.
- Experience defining or significantly evolving deal policies and approval frameworks within a high-growth organization.
- Ability to work across functional boundaries, building credibility and alignment with Legal, Finance, Sales, and Operations without formal authority.
- Strong analytical mindset with the ability to surface patterns in deal data and translate them into actionable guidance for leadership.
- Bachelor's degree in Business Administration, Finance, Economics, or a related field, or equivalent experience.
Bonus Qualifications:
- Previous experience with complex contract negotiations and long enterprise sales cycles.
- Exposure to AI-assisted contract review or deal intelligence tooling.
- Background working cross-functionally on GTM transformation or commercial strategy initiatives.
- Experience scaling deal desk operations in a hypergrowth environment.
