Why This Job is Featured on The SaaS Jobs
This role stands out in the SaaS ecosystem because it sits at the intersection of platform selling and applied AI/ML adoption within a cloud data company. Rather than carrying a single-account quota, it focuses on shaping how AI capabilities are positioned and landed across an “Americas Expansion” territory—work that typically involves repeatable playbooks, workload-led conversations, and translating technical possibility into commercial outcomes.
From a SaaS career perspective, the remit builds durable experience in scaling specialist motions: coaching sellers, standardising discovery and qualification for emerging product areas, and running forecasting and pipeline inspection with operational discipline. The emphasis on partnering with Account Executives, Sales Engineering, Professional Services, and product teams also mirrors how modern SaaS organisations drive consumption and expansion—particularly when solutions require SOW development and executive alignment.
The role is best suited to a leader who enjoys developing talent while staying close to complex deals, and who is comfortable operating as both strategist and operator. It will appeal to professionals who like navigating ambiguity in newer AI/ML use cases, and who prefer influence through cross-functional coordination as much as through direct line management.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
Snowflake is about empowering enterprises to achieve their full potential — and people too. With a culture that’s all in on impact, innovation, and collaboration, Snowflake is the sweet spot for building big, moving fast, and taking technology — and careers — to the next level.
This is a strategic leadership role focused on developing talent, driving sales execution, and ensuring the successful customer adoption of Snowflake’s AI and Machine Learning capabilities throughout the Americas Expansion territory through the AI Product Sales Specialist team. The successful candidate will be responsible for leading and managing a team of AI Sales Specialists, ensuring the team's success across sales, execution, and strategy.
RESPONSIBILITIES:
Coaching and Execution: Lead, motivate, and manage the high-performing team; provide ongoing coaching on strategic selling, executive engagement, and complex deal navigation, particularly around custom agentic AI solutions and SOW development.
Enablement: Build and deliver customized training programs to improve the team's expertise in Snowflake's AI/ML platform and solution offerings, tailored for the needs of the Americas Expansion market.
Revenue & Pipeline Ownership: Own and exceed the team's quarterly and annual pipeline generation and revenue targets for AI/ML solutions in the allocated Americas Expansion accounts and/or territory.
Sales Strategy: Develop, lead, and execute the team's sales strategy and Go-to-Market (GTM) motion for high-value AI/ML workloads and solutions within the Americas Expansion region.
Recruit, Develop, and Retain Talent: Attract, hire, coach, and retain world-class AI Sales Specialist talent specifically for the Americas Expansion team's needs.
Operational Rigor: Drive operational efficiency across the team by tracking, analyzing, and reporting on AI/ML sales performance metrics, including rigorous pipeline inspection and accurate revenue forecasting.
Executive Guidance: Serve as the subject matter expert and strategic leader for the team, guiding high-level, strategic customer discussions that emphasize the value of Snowflake’s AI/ML capabilities and solutions to address clear business outcomes.
Cross-Functional Partnership: Strategically partner with the broader cross-functional organization, including Account Executives, Sales Engineering, Professional Services, and AI Product teams, to integrate the team's efforts and ensure seamless engagement from discovery through solution deployment.
Market Insight: Collect and communicate market feedback and customer insights regarding AI/ML needs from the Americas Expansion territory to inform Snowflake’s product roadmap and drive continuous improvement.
MINIMUM QUALIFICATIONS:
12+ years of sales experience, including a strong, proven track record of consistently exceeding sales objectives selling technical software solutions to Enterprises and Startups.
5+ years of experience successfully managing and coaching a high-performing sales or specialist team (e.g., Sales Development, Product Specialists, or Channel).
A strong track record of meeting or exceeding team revenue targets in highly competitive markets.
In-depth knowledge of AI/ML and Transformation technologies, with proven expertise in driving successful sales initiatives within these domains.
Proven ability to lead cross-functional discussions, simplifying complex business requirements for both internal and external stakeholders up to the senior leadership level.
Strong presentation and communication skills, capable of engaging with senior executives and key decision-makers at both technical and business levels.
Demonstrated experience in selling business outcomes and solutions that address complex, transformative business problems.
Bachelor’s Degree.
PREFERRED QUALIFICATIONS:
Experience operating in an overlay sales management role and/or driving product consumption through workloads and use cases.
Technical background with a deep understanding of the AI/ML data space and market trends.
AI, Enterprise Architecture Certifications and/or Master’s Degree.
Experience in a high-growth, cloud-native technology environment, ideally with previous exposure to the Americas Expansion market dynamics.
Every Snowflake employee is expected to follow the company’s confidentiality and security standards for handling sensitive data. Snowflake employees must abide by the company’s data security plan as an essential part of their duties. It is every employee's duty to keep customer information secure and confidential.
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
