Why This Job is Featured on The SaaS Jobs
This Director, Partner Field Operations role sits in a core SaaS lever: turning partner strategy into repeatable, measurable routes to market. In a cloud data platform context, partner ecosystems often include SIs, ISVs, and hyperscalers, which makes operating model design as consequential as direct sales execution. The remit signals a company investing in partner co sell as a scaled growth engine, supported by modern analytics and automation rather than manual coordination.
From a SaaS career standpoint, the work builds durable operating muscle across partner GTM, RevOps, and data informed decisioning. Experience shaping coverage models, defining KPIs, and standing up governance translates well across subscription and consumption based businesses where distribution and ecosystem health directly influence pipeline quality and expansion. The emphasis on AI assisted planning and workflow automation also aligns with how SaaS operators are modernising field operations.
The role fits a senior operator who prefers cross functional influence over single lane ownership and is comfortable balancing strategy with execution details. It is well suited to someone who enjoys building systems that sellers and partners actually adopt, and who can translate ambiguous partner objectives into programs, metrics, and tooling roadmaps.
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
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.
The Role
Snowflake is seeking a Director, Partner Field Operations to lead the strategy, execution, and evolution of our global partner operating model. Sitting at the intersection of Sales, Partner, Revenue Operations, and Data & AI, this leader will drive scalable co-sell motions, operational excellence, and intelligent decision-making across our partner ecosystem.
This role transforms partner strategy into measurable business outcomes through AI-assisted planning, coverage optimization, agentic workflows, intelligent automation, and predictive analytics. Partnering closely with Sales, Partner, Finance, Marketing, Product, IT, and Data teams, you will build a modern operating model that accelerates growth, improves partner engagement, and delivers actionable insights through ecosystem health scoring and next-best-action recommendations.
The ideal candidate is a strategic, data-driven operator with deep partner ecosystem experience, a passion for innovation, and a proven track record of leading transformation in high-growth environments.
In This Role You Will
Partner Strategy & Execution
Lead the global partner engagement model, driving scalable co-sell motions, AI-assisted planning, and coverage optimization across routes to market.
Translate partner strategy into operational programs that accelerate pipeline, consumption, and revenue growth.
Operational Excellence & Intelligent Automation
Design and scale partner workflows leveraging automation, agentic processes, and AI-driven operating models.
Drive process simplification, governance, and continuous improvement to enhance seller and partner productivity.
Analytics & Performance Intelligence
Develop KPIs, ecosystem health scoring, predictive analytics, and forecasting models to measure performance and identify growth opportunities.
Deliver AI-powered insights and next-best-action recommendations to improve decision-making and execution.
Cross-Functional Leadership
Partner across Sales, Partner, Marketing, Finance, Product, IT, and RevOps to evolve systems, data capabilities, and field enablement.
Lead a high-performing team while fostering a culture of accountability, innovation, and operational excellence.
On Day One We Will Expect You To Have
10+ years of experience in Sales, Partner, or Revenue Operations with deep partner ecosystem expertise
Strong expertise in partner GTM models (SIs, ISVs, Cloud, Channel) and co-sell motions
Experience leveraging AI, automation, analytics, and modern operating models to drive business transformation
Proven ability to operationalize strategy at scale in high-growth SaaS environments
Strong analytical, program management, and executive stakeholder management skills
Experience with Salesforce CRM/PRM and modern GTM technology platforms
Excellent communication and executive presence
Preferred Qualifications
Experience in consumption-based, cloud, or data platform business models
Familiarity with Snowflake, SQL, BI/analytics tools, and AI-powered business applications
MBA or equivalent experience
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
