Senior Director, WW Deal Desk

As a Senior Director, Ww Deal Desk at Snowflake, You Will

• Lead, scale and develop a global team of Deal Desk professionals that supports Sales across all regions and time zones.
• Be a trusted advisor to Sales leadership on deal structure, pricing, discounting and negotiation strategy for complex, high-value consumption and multi-year agreements.
• Coordinate cross-functional input from Sales, Legal, Revenue Accounting, Finance, Services, Operations, Product and Engineering to move deals from structure to signature efficiently.
• Own deal review and approval governance, making sure deals follow company policies, revenue recognition requirements and risk thresholds.
• Partner with Finance, Legal and RevOps leadership to define and evolve policies, approval matrices and deal processes, and drive their adoption across the field.
• Define and report on Deal Desk KPIs (deal cycle time, approval SLAs, discount trends, non-standard term usage, etc.) to give executives insight into deal health and commercial risk.
• Lead the AI transformation of the Deal Desk. Working with Data Analytics and Enterprise Technology, build an AI-native organization: deploy AI agents and copilots for deal structuring guidance, pricing recommendations, contract review and redlining, approval routing, and deal risk scoring.
• Champion AI adoption across the team. Build AI fluency, redesign workflows around automation, and measure the impact on productivity, cycle time and deal quality.

Our Ideal Senior Director, Ww Deal Desk Will Have

• Bachelor's degree in Business Administration, Finance, Economics or a related field, or equivalent experience.
• 15+ years of experience across deal desk, procurement, sales finance, commercial finance, pricing, contract negotiation or sales operations, including significant time leading global teams.
• Deep experience structuring and negotiating complex enterprise contracts with long sales cycles.
• Ability to read, interpret and draft commercial terms and conditions.
• Strong understanding of revenue recognition (ASC 606) and US GAAP.
• Strong knowledge of SaaS and consumption-based business models, including commit, capacity and usage-based pricing.
• Demonstrated AI proficiency: hands-on experience applying generative AI, LLM-based tools or automation to finance, sales operations or deal workflows, plus a clear view of where AI does and doesn't belong in governance-heavy processes.
• Track record of designing and rolling out complex finance systems, processes and tools (for example CPQ, CLM, CRM).
• Ability to break down complex issues and explain them clearly to everyone from frontline sellers to the C-suite.
• Excellent written and verbal communication, presentation and executive stakeholder skills.
• A builder's mindset: comfortable with ambiguity, high deal velocity and quarter-end pressure, and motivated by helping Sales win.

Desired Skills/expertise

• Track record of driving cross-functional alignment and managing strategic relationships across Sales, Legal and Finance.
• Proven experience designing deal approval governance and commercial risk mitigation frameworks.
• Strong leadership in hiring, coaching and developing talent across distributed global teams.
• Experience leading AI or automation programs that delivered measurable gains in efficiency or quality.
• Familiarity with data platforms and analytics (Snowflake experience a plus).
• MBA or equivalent work experience.

Additional information

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?