At a Glance
- Tasks: Lead international deal structuring and pricing for major customer engagements.
- Company: Join a leading tech company shaping the future of cloud data solutions.
- Benefits: Competitive salary, flexible work options, and opportunities for professional growth.
- Other info: Dynamic role with high autonomy and potential for career advancement.
- Why this job: Make a significant impact on global deals and build relationships with top executives.
- Qualifications: 10+ years in strategic finance with experience in complex international deals.
The predicted salary is between 90000 - 110000 £ per year.
About the role
This position focuses on the commercial structuring and execution of Snowflake's most significant customer engagements outside of North America. You will serve as the in-region expert for Strategic Engagements across EMEA, APAC, and other international markets, providing essential time-zone coverage and local commercial expertise. This role is crucial for deals that define quarterly performance and shape major customer relationships.
Key facts
- Location: GB-London
- Engagement: Full-time
- Compensation: Not available (see practical notes)
- Team: Strategic Finance
What you'll do
- Develop the economic framework for international deals, considering workload, capacity, multi-year plans, and competitive positioning.
- Lead pricing and commercial structuring for various deal types, incorporating regional competitive data and unit economics.
- Act as the in-region escalation point for live deals, ensuring timely cross-functional decisions.
- Cultivate strong regional relationships with internal teams like Deal Desk, Legal, and Revenue Accounting.
- Influence commercial strategy and sequencing to secure new customer acquisitions and maintain margin discipline on expansions.
- Monitor concessions against margin thresholds and escalating structural concessions.
- Guide regional Account Executives on deal packaging and negotiation strategies.
- Participate directly in customer conversations with senior stakeholders (CFO, COO, CIO, CPO) to discuss commercial structure and pricing.
- Ensure all deals adhere to the Strategic Engagements playbook standards for financial controls and process discipline.
- Utilize AI-assisted workflows for deal modeling, redline review, and recommendation drafting.
- Contribute to the repeatable playbook by incorporating lessons from closed international deals.
- Prepare executive communications, including recommendation memos and quarterly postmortem materials.
Requirements
- 10+ years in strategic finance, deal desk, pricing, commercial operations, sales finance, or investment banking, with a history of structuring complex international deals at a growing technology company.
- Proven experience structuring large enterprise deals across international markets, including multi-year commitments, multi-currency, and multi-product agreements, with comfort handling deals over $75M TCV.
- High degree of autonomy and ability to execute deals end-to-end with minimal oversight.
- Deep understanding of regional pricing dynamics, revenue recognition, regulatory constraints, and commercial norms in enterprise software.
- Strong financial modeling skills for deal economics, scenario analysis, and concession tracking.
- Working knowledge of cloud and SaaS commercial models, including pricing, billing, revenue recognition, and contracting.
- Ability to engage senior customer stakeholders (CFO, COO, CIO, CPO) on commercial and pricing topics.
- Effective communication skills for translating complex commercial structures into clear narratives and leading multi-stakeholder meetings.
- Comfort using AI-assisted workflows for various deal-related tasks.
- Adaptability to operate on precedent-setting deals where commercial mechanics are not yet standardized.
- Bachelor's degree in Finance, Economics, Computer Science, Engineering, or a related field.
Nice to have
- Direct experience structuring international deals at a high-growth cloud, data, AI, or SaaS company.
- Existing commercial relationships with regional Deal Desk, Legal, and Revenue Accounting at a major cloud or SaaS company.
- Familiarity with consumption-based and usage-based pricing in cloud, data, or AI platforms.
- Understanding of regional revenue accounting nuances (e.g., IFRS 15 alongside ASC 606), SOX controls, and audit-ready process design.
- Experience with competitive pricing analysis and willingness-to-pay research across multiple regional markets.
- Professional fluency in multiple languages relevant to the region of focus.
- SQL fluency or comfort working with commercial data in a cloud data platform.
- MBA or advanced degree.
Skills & tools
- Financial modeling
- AI-assisted workflows
- CRM systems
- Contract management systems
- Billing systems
- SQL (nice to have)
Practical notes
Compensation details for this role are not provided in the source. For roles located in the United States, salary and benefits information can be found on the Snowflake Careers Site.
Lead, Strategic Finance employer: Snowflake
At Snowflake, we pride ourselves on being an exceptional employer that fosters a dynamic and inclusive work culture. Our EMEA GTM Communications Lead role offers not only competitive benefits but also ample opportunities for professional growth in the rapidly evolving tech landscape. Join us in our vibrant location where innovation meets collaboration, and be part of a team that values your contributions to drive meaningful change.
