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.
Observe by Snowflake brings AI-native observability to the Snowflake AI Data Cloud, helping engineering and data teams debug, optimize, and understand systems operating at massive scale. Traditional observability tools were not built for the TB-scale complexity modern teams now face, and Observe unifies telemetry and business data, applies AI to connect context automatically, and helps reduce time to resolution from hours to minutes.
We’re entering the next phase of growth as we scale the business significantly over the next five years, build on successful upmarket momentum, and expand further into complex enterprise deals and strategic customer relationships. This is a high-impact leadership role for someone who wants to build and lead a high-performing EMEA team at the intersection of AI, data infrastructure, and modern engineering.
What You’ll Do
* Build, lead, and develop a high-performing EMEA enterprise sales team focused on both net-new logo acquisition and expansion within existing customers.
* Drive a balanced go-to-market motion across new logo, expansion, and consumption growth in a high-velocity, high-ACV environment.
* Coach Account Executives through complex, technical, multi-stage sales cycles, including deal strategy, urgency creation, multi-threading, and deal control.
* Lead accurate forecasting, territory planning, and segmentation across greenfield and installed-base opportunities.
* Partner cross-functionally with Sales Engineering, Customer Success, Marketing, Product, and Snowflake teams to accelerate customer outcomes and maximize the opportunity within the Snowflake ecosystem.
* Recruit, coach, and retain top talent while building a culture of accountability, inclusion, and continuous improvement.
WHY THIS ROLE IS DIFFERENT
* You’re not just leading a regional sales team — you’re helping define a new category in AI-driven observability.
* Observe is a high-growth business within Snowflake, combining meaningful scale with a fast-moving, builder-oriented culture.
* The market need is real: customers are managing data volume explosion, fragmented tooling, and slower developer productivity at scale.
* The deals are large, complex, and highly visible, with substantial expansion potential across enterprise accounts.
What Makes You Successful
* You know how to lead teams that consistently generate pipeline, win new logos, and expand strategic accounts.
* You are an active coach who can help sellers navigate technical evaluations, commercial negotiations, and enterprise buying processes.
* You bring strong operating discipline around forecasting, execution, and structured sales process leadership.
* You are comfortable leading in fast-paced, ambiguous, high-growth environments and raising the bar on team performance.
* You bring a growth mindset, strong judgment, and the ability to align people, strategy, and execution across functions.
What We Look For
* 10+ years of experience selling cloud, infrastructure, observability, data platforms, or enterprise software.
* 2+ years of experience managing high-performing enterprise sales teams.
* Experience selling to senior technical and business stakeholders, including CIOs, CTOs, VP Engineering, and Heads of Data.
* Proven success coaching teams through complex sales cycles spanning acquisition and expansion motions.
* Experience exceeding targets as an individual contributor in an outbound or new business environment.
* Ability to partner effectively with technical teams to identify customer opportunities and build compelling business cases for initial adoption and expansion.
* BA/BS required.
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