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Snowflake is seeking a Principal, GTM Enablement to architect and lead enterprise-scale sales enablement programs that drive measurable pipeline and revenue impact. This is a strategic, high-visibility role operating at the intersection of sales methodology, program strategy, and field leadership.
You will own end-to-end execution of Sales Kickoff, designing strategic narratives, content, speaker preparation, and post-event activation to drive behavior change across hundreds of sellers. You'll architect and deploy outcome-led selling programs that equip the field to lead with business value and align Snowflake's platform to executive priorities.
Key responsibilities include chairing the Field Enablement Council (bringing together ICs and managers across Sales, Sales Engineering, and Services to align on priorities and govern quality), owning the Field Academy portfolio (structured progression from onboarding through advanced certification), and designing targeted enablement interventions based on data signals from Gong, Salesforce, and pipeline analytics.
You will translate field enablement programs into partner enablement offerings, working with the Partner Enablement team to ensure channel partners sell with the same rigor as the direct field. You'll build measurement infrastructure tying all programs to business outcomes (pipeline created, win rates, deal velocity, ADS) and report progress to GTM leadership.
You'll partner cross-functionally with Product Marketing, Field Engineering, and Revenue Operations to translate product launches and strategic pivots into field-ready programming at speed. You'll scale what works by capturing regional wins, codifying best practices, and propagating high-impact playbooks globally.
Required: 10+ years in field enablement, sales strategy, GTM operations, or combination, with 5+ years designing and leading programs at scale in enterprise software. Proven track record architecting large-scale sales events (SKO, QBRs) that drive measurable outcomes. Deep fluency in outcome-led and value-based selling methodologies (value selling, MEDDPICC, Challenger, Command of the Message). Experience building and leading cross-functional governance bodies. Strong program management discipline managing multiple high-visibility initiatives with executive stakeholder management. Data-driven mindset using pipeline, win/loss, and activity data to diagnose gaps and measure impact. Exceptional communication and facilitation skills to influence across Product, Marketing, Sales, and Engineering. Experience with enablement tooling (LMS, CMS, Gong, Highspot, Salesforce) and AI-powered learning. Experience extending enablement to partner ecosystems. Bachelor's degree required.
