обновлено 3 дня назад
Commercial Expansion Account Executive (SaaS)
Вакансия из Hirify Global, списка международных tech-компанийДля мэтча и отклика нужен Plus
Мэтч & Сопровод
Для мэтча с этой вакансией нужен Plus
Описание вакансии
Текст:
TL;DR
Commercial Expansion Account Executive (SaaS): Managing and expanding a portfolio of commercial Snowflake customers by defending the installed base, increasing consumption, and closing new workload and use-case expansions with an accent on territory strategy, pipeline generation, and value-based selling. Focus on identifying whitespace, navigating multi-persona deals, optimizing consumption health, and defending against Databricks and cloud-native competitors.
Location: Hybrid role in Stockholm, Sweden
Company
Snowflake provides a cloud data platform and is expanding its sales organization around data, analytics, AI, and modern enterprise workloads.
What you will do
- Own a defined portfolio of commercial accounts with fewer than 500 employees and build data-driven territory plans.
- Defend the existing customer base, identify whitespace, and generate expansion pipeline through disciplined prospecting.
- Source, progress, and close expansion opportunities using MEDDPICC or an equivalent structured methodology.
- Build relationships across technical champions, business stakeholders, and C-level economic buyers.
- Monitor Snowflake consumption health, address inefficiencies, and convert savings into funding for new workloads.
- Develop competitive strategies against Databricks, AWS-native solutions, and Azure Synapse using TCO and architectural value analysis.
Requirements
- At least 3 years of quota-carrying SaaS sales experience with a demonstrable record of achievement.
- Experience managing and expanding an existing customer book rather than focusing exclusively on net-new acquisition.
- Ability to communicate technical value propositions to technical practitioners and C-level executives.
- Demonstrated discipline in self-sourcing pipeline within an installed customer base.
- Familiarity with consumption-based or usage-based commercial models.
- Fluency in MEDDPICC, MEDDICC, or an equivalent structured sales methodology.
Nice to have
- Experience selling data, analytics, AI/ML, or cloud infrastructure solutions.
- Understanding of data warehousing, ELT, BI tooling, and data engineering architectures.
- Experience using AI and automation tools for meeting preparation, follow-up, personalization, or research.
- Experience with competitive displacement, multi-year deal structures, and MSA-level negotiations.
Culture & Benefits
- AI-native, experimental approach to improving how work gets done.
- Low-ego environment focused on challenging conventional thinking and moving quickly.
- Opportunity to influence customer adoption, measurable business value, and Snowflake's growth.
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