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Snowflake is seeking a Senior Director of Worldwide Deal Desk to lead the company's deal structuring, review, approval and negotiation function at a global scale. This is a strategic leadership role reporting to Sales leadership, responsible for building and scaling a global team of Deal Desk professionals who partner across Sales, Legal, Finance, Revenue Accounting, Services and Operations to close complex, high-value deals efficiently, compliantly and profitably.
Key responsibilities include:
- Leading, scaling and developing a global Deal Desk team supporting Sales across all regions and time zones
- Serving as trusted advisor to Sales leadership on deal structure, pricing, discounting and negotiation strategy for complex, high-value consumption and multi-year agreements
- Coordinating cross-functional input from Sales, Legal, Revenue Accounting, Finance, Services, Operations, Product and Engineering to move deals from structure to signature
- Owning deal review and approval governance to ensure compliance with company policies, revenue recognition requirements and risk thresholds
- Partnering with Finance, Legal and RevOps leadership to define, evolve and drive adoption of policies, approval matrices and deal processes across the field
- Defining and reporting on Deal Desk KPIs (deal cycle time, approval SLAs, discount trends, non-standard term usage) to provide executives insight into deal health and commercial risk
- Leading the AI transformation of the Deal Desk by deploying AI agents and copilots for deal structuring guidance, pricing recommendations, contract review and redlining, approval routing and deal risk scoring
- Championing AI adoption across the team, building AI fluency, redesigning workflows around automation and measuring impact on productivity, cycle time and deal quality
Snowflake emphasizes an AI-native mindset and seeks leaders who treat AI as a high-trust collaborator, possess low ego, thrive in dynamic fast-moving environments and move with an experimental mindset.
REQUIREMENTS:
- Bachelor's degree in Business Administration, Finance, Economics or related field, or equivalent experience
- 15+ years of experience across deal desk, procurement, sales finance, commercial finance, pricing, contract negotiation or sales operations, including significant time leading global teams
- Deep experience structuring and negotiating complex enterprise contracts with long sales cycles
- Ability to read, interpret and draft commercial terms and conditions
- Strong understanding of revenue recognition (ASC 606) and US GAAP
- Strong knowledge of SaaS and consumption-based business models, including commit, capacity and usage-based pricing
- Demonstrated AI proficiency: hands-on experience applying generative AI, LLM-based tools or automation to finance, sales operations or deal workflows, plus clear view of where AI does and doesn't belong in governance-heavy processes
- Track record of designing and rolling out complex finance systems, processes and tools (e.g., CPQ, CLM, CRM)
- Ability to break down complex issues and explain them clearly to frontline sellers through C-suite
- Excellent written and verbal communication, presentation and executive stakeholder skills
- Builder's mindset: comfortable with ambiguity, high deal velocity and quarter-end pressure, motivated by helping Sales win
DESIRED:
- Track record of driving cross-functional alignment and managing strategic relationships across Sales, Legal and Finance
- Proven experience designing deal approval governance and commercial risk mitigation frameworks
- Strong leadership in hiring, coaching and developing talent across distributed global teams
- Experience leading AI or automation programs that delivered measurable gains in efficiency or quality
- Familiarity with data platforms and analytics (Snowflake experience a plus)
- MBA or equivalent work experience
