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Snowflake is seeking a Startup Business Development Lead to identify, engage, and grow relationships with strategic AI-native startups. This individual contributor role sits within the Snowflake for Startups team and requires bridging Sales, Product, Marketing, AI Partnerships, Ventures, and Solutions Engineering to help high-potential startups build on Snowflake and accelerate adoption of Snowflake AI products.
Key responsibilities include building and maintaining relationships with AI-native startup founders, venture investors, and ecosystem partners; developing and executing a startup go-to-market strategy with emphasis on Snowflake's AI products (Cortex AI, Cortex Agents, Cortex Search, Document AI, Snowpark ML); serving as a trusted voice on AI-native startup trends including model usage, data infrastructure, agentic workflows, and enterprise adoption patterns; and helping founders understand how to build and scale AI applications on Snowflake's platform.
You will partner cross-functionally to drive coordinated startup acquisition and expansion, create repeatable founder engagement programs and ecosystem initiatives, prioritize the startup landscape based on strategic fit and technical relevance, and track business outcomes while surfacing market insights to leadership.
Required qualifications include 8+ years in business development, partnerships, startup programs, venture, GTM, cloud, or AI/ML; experience engaging with high-growth startups and executing cross-functional partnerships; strong understanding of the modern AI stack (LLMs, RAG, agents, model serving, data infrastructure); ability to translate technical capabilities into business value; demonstrated success developing partnership strategies and driving measurable outcomes; strong executive communication and stakeholder management; comfort operating in ambiguity; and a data-driven operating style.
Preferred experience includes being a founder, operator, investor, or partner leader in the AI-native startup ecosystem; familiarity with enterprise AI patterns (RAG, agent orchestration, tool use, evaluation, governance); working knowledge of Snowflake's AI stack; and experience helping technical startups refine enterprise positioning and GTM motions.
Success in 12 months means building trusted relationships with high-priority AI-native startups and key VCs, increasing startup adoption of Snowflake AI, establishing repeatable founder engagement programs, improving internal cross-functional alignment, and providing clear market intelligence on where Snowflake should invest to win with AI-native startups. Reports to Head of Snowflake Startups, North America. Hybrid role requiring 3 days per week in office.
