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Snowflake is seeking a proven Sales Leader to head the Enterprise Acquisition team in Melbourne, Australia. You will lead and coach a team of Enterprise Account Executives based in Melbourne, Perth, and Adelaide, with a mandate to build and shape the team's culture from the ground up.
Key Responsibilities:
- Lead, coach, and develop a team of enterprise Account Executives focused on acquiring net-new logos across the Australian market
- Instill MEDDPICC-based qualification methodology across the district and coach AEs on top pursuits with deal control and urgency
- Coach business-value selling that connects Snowflake's AI Data Cloud to customer business outcomes
- Own the pipeline-generation engine with clear coverage targets, activity accountability, and data-driven territory management
- Drive a focused lighthouse account strategy targeting opportunities that grow into multi-million dollar consumption relationships
- Orchestrate multi-layered enterprise engagements across Sales Engineering, Professional Services, and the partner ecosystem
- Run disciplined operating rhythm including forecasting, account planning, performance cadence, and documented get-well plans
- Attract, hire, and retain top sales talent with the judgment to manage performance fairly and decisively
This is a build-and-rebuild opportunity for a leader who thrives on creating from scratch and shaping the next wave of lighthouse customers in a high-potential market.
Requirements:
- 10+ years in enterprise or field sales, including proven success leading and coaching quota-carrying teams
- Clear point of view on acquisition selling and how it differs from expansion, with ability to drive it across a district
- Fluency in MEDDPICC or comparable value-based qualification methodology
- Experience orchestrating complex, multi-stakeholder deals through commercial and legal negotiation with procurement, legal, and business stakeholders
- Track record of displacing incumbent and legacy technology in cloud or software sales
- Experience building and developing high-performing sales teams with fair and decisive performance management
- Strong business-value and consultative selling capability, coaching teams to connect products to customer outcomes
- Bachelor's degree or equivalent experience
Bonus:
- Experience selling in usage-based or consumption commercial models with land-and-expand motions
- Data, analytics, or AI market knowledge
- Experience co-building pipeline with Sales Development, Marketing, and Partners or Alliances
- Channel partner and alliances experience
