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Snowflake is seeking a Startup Business Development Lead for the EMEA region to drive adoption of Snowflake's AI platform among high-potential, AI-native startups. This is a senior individual contributor role reporting to the Head of Snowflake Startups.
You will be responsible for identifying, engaging, and scaling relationships with strategic AI-native startups, founders, and venture ecosystem partners. Your core mission is to build a high-quality pipeline of startup opportunities, accelerate adoption of Snowflake AI products (Cortex AI, Cortex Agents, Cortex Search, Document AI, Snowpark ML), and drive long-term consumption growth.
Key responsibilities include:
- Building and growing relationships with high-priority AI-native startups, founders, venture investors, and ecosystem partners
- Developing and executing a startup go-to-market strategy with emphasis on Snowflake's AI products
- Serving as a trusted voice on AI-native startup trends, including model usage, data infrastructure, agentic workflows, and enterprise adoption patterns
- Helping founders understand how to build and scale AI applications on Snowflake's platform
- Partnering cross-functionally with Sales, Solutions Engineering, Product, Marketing, AI Partnerships, and Snowflake Ventures
- Creating repeatable founder engagement programs and ecosystem initiatives
- Prioritizing the startup landscape based on strategic fit, technical relevance, market momentum, and consumption potential
- Tracking business outcomes, surfacing market insights, and recommending strategy improvements
Success in 12 months means: trusted relationships with high-priority AI-native startups and key VCs; increased startup adoption of Snowflake AI; repeatable founder engagement programs generating measurable pipeline and consumption growth; improved internal cross-functional alignment; and clear market intelligence on where Snowflake should invest to win with AI-native startups.
Snowflake emphasizes an AI-native culture where you treat AI as a high-trust collaborator core to problem-solving. The company values low-ego individuals who thrive in dynamic, fast-moving environments with an experimental mindset.
REQUIREMENTS:
- 8+ years of experience in business development, partnerships, startup programs, venture, go-to-market, cloud, AI/ML, or related fields
- Experience working with high-growth startups, including founder engagement and cross-functional partnership execution
- Strong understanding of the modern AI stack, including LLM-powered applications, retrieval-augmented generation, agents, model serving, and data infrastructure
- Ability to translate technical platform capabilities into clear business value for founders, builders, and executives
- Demonstrated ability to develop partnership strategies, scale programs, and drive measurable business outcomes
- Strong executive communication, relationship-building, and stakeholder management skills
- High comfort operating in ambiguity, moving between strategy and execution, and prioritizing in a fast-changing market
- Data-driven operating style with experience using metrics to evaluate opportunities and improve execution
PREFERRED QUALIFICATIONS:
- Experience in the AI-native startup ecosystem as a founder, operator, investor, or partner leader
- Strong familiarity with enterprise AI application patterns such as RAG, agent orchestration, tool use, evaluation, governance, and model optimization
- Working knowledge of the Snowflake AI stack, especially Cortex AI, Cortex Agents, Cortex Search, Document AI, Snowpark ML, and AI Data Cloud adoption patterns
- Experience helping technical startups refine enterprise positioning, go-to-market motions, and customer adoption strategy
