Enterprise Account Executive - Expansion (Melbourne)

Build the future of the AI Data Cloud. Join the Snowflake team.

The era of Enterprise AI is here, and Snowflake is at the forefront, empowering organizations to unlock transformative value from their data. As the AI Data Cloud company, we provide a unified platform where enterprises can securely build, deploy, and scale powerful AI applications and machine learning models with their governed data. Snowflake Cortex AI, our intelligent, fully managed service, makes it easy for every team to leverage cutting-edge LLMs and AI capabilities to drive innovation, enhance decision-making, and create previously unimaginable business opportunities—all while ensuring trust, security, and governance.

Our enterprise sales team is expanding, and we seek a seasoned, outcomes-focused Expansion Account Executive to join our team in Melbourne. This is a unique opportunity to partner with our existing customers, guiding them on their journey to harness the full potential of their data and Snowflake's platform for their strategic AI initiatives. You will be instrumental in helping them deliver high-visibility, high-impact projects that drive organisational growth and unlock new frontiers of business value. The right candidate will be experienced in selling to both business and technology stakeholders and will be responsible for growing Snowflake's Book of Business within approximately 10 existing customer accounts.

We are looking for an individual who can act with autonomy, take accountability, and is open to new perspectives and ideas. Our team has a deep curiosity to learn and is always looking for innovative ways to meet and exceed our customers' needs in this rapidly evolving AI landscape.

As an Enterprise Account Executive at Snowflake, you will:

• Understand Snowflake’s evolving product and ecosystem, with a focus on AI capabilities, conduct discovery calls, and facilitate customised demos and presentations to your existing customers.

• Act as a multi-threaded, trusted advisor to your customers by understanding their existing and future Business and IT roadmap, particularly their AI strategy, to drive deeper Snowflake adoption within their organisation.

• Work closely with Snowflake partners and service providers within the Australian market to deliver value and accelerate customer value realisation from their data and AI investments.

• Focus on expanding and deepening sales opportunities within your allocated accounts by pro-actively building business within these key Major accounts, identifying and championing AI use cases.

• Develop and execute a sales strategy to achieve sales quotas for your allocated accounts on a quarterly and annual basis, driving consistent activity and pipeline development.

• Build strong business and executive relationships, positioning Snowflake as the key strategic data platform underpinning their core business and AI-driven transformations.

• Collaborate effectively with cross-functional teams, including sales leadership, engineering, professional services, marketing, legal, and finance.

• Utilise your working knowledge of business value selling, using methods such as MEDDPICC.

• Grow large complex deals and expand Snowflake's presence within your customer accounts, leveraging skills such as customer success, account planning, and CXO-level championing.

On day one, we will expect you to have:

• 10+ years of field sales experience preferred, with an emphasis on data, data analytics, database (SQL & NoSQL), ETL, or business intelligence, and a consistent track record of meeting or exceeding sales objectives by selling technical solutions into the enterprise market.

• Demonstrable experience executing enterprise complex sales strategies and tactics, with a focus on growing large strategic accounts through excellent account planning skills.

• Experience in one or more of the following areas: Public Cloud, Data Warehousing, Business Intelligence, Data Science, or AI/ML.

• Familiarity with a solution-based approach to selling, experience managing a complex sales process, and excellent presentation, listening, organisation, and contact management capabilities; you also ask great questions.

• The ability to build our brand and company like it’s your own, explicitly defining and executing sales plans to meet strategic & financial targets by leveraging industry, partner & Go-to-Market knowledge.

• A reputation for providing open, honest, and respectful feedback that contributes to an inclusive work environment and aligns with our core company values.

• Proven success in determining customer requirements and presenting appropriate solutions.

About You:

• You are enthusiastic, self-motivated, and possess a positive attitude with a passion for building strong customer relationships and expanding business opportunities within existing clients, particularly around data and AI.

• You are "humbly opinionated" – comfortable taking a point of view on how our customers can achieve significant business outcomes from their adoption of Snowflake, especially in their AI journey.

• You have the confidence and ability to negotiate and close expansion agreements with Clients and support them in deriving continued value.

• You are driven to exceed performance objectives.

• You are excited about being positioned right in the middle of the exploding cloud-based and AI-driven economy and are keen to develop and maintain a highly desired knowledge of Snowflake’s solutions.

• You have an understanding of the Cloud application/computing space, along with familiarity with data warehouse or analytic technologies, and a keen interest in enterprise AI trends.

• You demonstrate proactive, independent thinking and a high-energy, positive attitude.

• You possess excellent verbal and written communication, presentation, and relationship management skills.

• You thrive in a fast-paced environment and love bringing the team together to achieve results.

• You are passionate about building business by helping customers and are persistent in helping drive change for the better.

• BA/BS preferred.

Snowflake is growing fast, and we’re scaling our team to help enable and accelerate our growth. We are looking for people who share our values, challenge ordinary thinking, and push the pace of innovation while building a future for themselves and Snowflake.

How do you want to make your impact?

For jobs located in the United States, please visit the job posting on the Snowflake Careers Site for salary and benefits information: careers.snowflake.com