Commercial Account Executive - Expansion

At Snowflake, we are powering the era of the agentic enterprise. To usher in this new era, we seek AI-native thinkers across every function who are energized by the opportunity to reinvent how they work. You don’t just use tools; you possess an innate curiosity, treating AI as a high-trust collaborator that is core to how you solve problems and accelerate your impact. We look for low-ego individuals who thrive in dynamic and fast-moving environments and move with an experimental mindset — who rapidly test emerging capabilities to discover simpler, more powerful ways to deliver results. At Snowflake, your role isn't just to execute a function, but to help redefine the future of how work gets done.
The Role
You won't just carry a bag — you'll run a franchise. As a Commercial Expansion Account Executive at Snowflake, you own a portfolio of existing customers and are accountable for defending the base, driving healthy consumption growth, and expanding into new workloads and use cases. You'll partner with Solutions Engineers, Customer Success, and Services Delivery to turn customers into advocates and single-workload accounts into strategic platforms.

This is not a renewals desk. You'll prospect within your install base, identify whitespace, build multi-threaded executive relationships, and close net-new expansion business — all while ensuring your customers are consuming Snowflake efficiently and getting measurable business value.

What You'll Do
Territory Strategy & Pipeline Generation

Own a defined patch of commercial accounts (<500 employees) and build a data-driven territory plan using propensity scoring, technographic signals, and consumption health indicators

Apply strategic tiering (20/80 rule) to focus time on high-potential "Sleeping Giants" — accounts with high whitespace relative to current spend

Consistently achieve 10+ external customer meetings per week through disciplined outreach rhythms

Map accounts to campaign plays (e.g., BI Consolidation, AI/ML expansion, Databricks defence) based on their tech stack and business signals

Account Expansion & Deal Execution

Source, progress, and close expansion use cases using MEDDPICC methodology

Identify and articulate value hypotheses (Why Anything? Why Now? Why Snowflake?) tailored to each account's business priorities

Navigate complex, multi-persona deals — from technical champions to CFO-level economic buyers

Negotiate renewals, multi-year commitments, and capacity deals anchored in business value, not discounts

Consumption Health & Customer Success

Distinguish between healthy and unhealthy consumption; proactively address inefficiencies before they become churn risk

Understand modern data architecture (transformation layers, BI performance, serverless economics) to advise customers on optimising their Snowflake deployment

Convert cost savings from efficiency improvements into budget for new workloads — turning defence into offence

Competitive Defence

Protect the install base against competitive threats (Databricks, AWS-native, Azure Synapse) using TCO analysis, architectural advantages, and "Serverless Tax" positioning

Build proactive competitive strategies rather than reactive objection handling

What We're Looking For
Must-Have

3+ years in a quota-carrying SaaS sales role with demonstrable pattern of achievement (top 20% attainment preferred)

Experience managing and expanding an existing customer book — not exclusively net-new acquisition

Ability to articulate technical value propositions to both technical practitioners and C-level executives

Proven prospecting discipline within an install base: pipeline self-sourced, not inherited

Familiarity with consumption-based or usage-based commercial models

Fluency in a structured sales methodology (MEDDPICC, MEDDICC, or equivalent)

Strongly Preferred

Experience selling data, analytics, AI/ML, or cloud infrastructure solutions

Understanding of modern data stack architecture (data warehousing, ELT, BI too…