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Sr. Director, GTM Process & Operations

Snowflake Inc.· Revenue Operations
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US-CA-Menlo Park$300k - $393.7kFull-timePosted 3mo ago

About the role

Senior leadership role owning Snowflake's global GTM operating model, defining revenue motion priorities, leading AI and automation adoption across GTM workflows, and standardizing Quote-to-Cash and field support to drive revenue velocity. Reports to SVP, Revenue Strategy and Operations; manages a global team across QTC, Core Sales, and Shared Services.

Responsibilities

  • Own GTM business priorities, processes, policies, and operating metrics across the revenue motion. Define field requirements and translate GTM strategy into clear business cases and outcome targets. Drive the operating cadence that connects strategy to execution.
  • AI & Automation Adoption: Lead GTM's adoption of AI-powered tools and workflows within business processes. Build and test AI solutions in the context of GTM operations — own adoption rates and business results. Partner with ET for platforms, security, controls, integration, and production support.
  • Revenue Velocity: Standardize global sales workflows and streamline Quote-to-Cash to reduce cycle times and field friction. Own the business process layer; partner with ET to ensure data and systems are fast, reliable, and trusted for field action.
  • Field Support: Provide strategic leadership for the Field Support organization, integrating specialized deal support with centralized operational execution to optimize field productivity and customer success.
  • Cross-Functional Partnership: Partner with ET, Sales, Finance, Legal, and Partner Operations to scope GTM capabilities and define investment priorities. Provide clear business requirements and outcomes accountability; partner with ET for architecture, standards, and delivery.
  • Team Leadership: Manage and grow a global team of Directors, Senior Managers, and specialists across QTC, Core Sales, and Shared Services. Build a product-led culture that drives adoption with business users.
  • Snowflake on Snowflake: Serve as the business partner for Snowflake's AI and data capabilities; represent GTM requirements and outcomes; collaborate with ET, Product, and Data Engineering to embed Snowflake capabilities into internal GTM workflows.

Qualifications

  • 15+ years of professional experience, with 8+ years leading Sales Operations, GTM Operations, or Revenue Strategy in high-growth B2B SaaS or enterprise tech
  • Proven success managing global, multi-layered teams across process design, field enablement, and SLA-driven shared services operations
  • Deep expertise in Salesforce ecosystem (SFDC, CPQ, CLM) and how it supports GTM processes
  • Experience defining business requirements and outcome metrics that drive technology investment decisions with IT/Engineering partners
  • Demonstrated ability to drive executive alignment through data, manage competing priorities, and communicate across technical and business audiences

Skills

Required:GTM strategy and operating model designSales Operations leadershipSalesforce ecosystem (SFDC, CPQ, CLM)
Nice to have:AI/Automation adoption in GTM
Last updated Aug 20, 2026. Interested? Apply on the company site.

About Snowflake Inc.

The Data Platform Built for Data Teams.

Snowflake powers AI, data engineering, applications, and analytics on a trusted, scalable AI Data Cloud—eliminating silos and accelerating innovation.

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