Account Executive, Majors, Retail

Snowflake Inc.; Melbourne; On-site; AUD 180,000 - 320,000; Full time

Job summary

Snowflake Inc. in Melbourne seeks a Majors Account Executive to grow our retail business. You will own senior retailer relationships, run your own pipeline, and close multi-faceted deals end to end in a quota-carrying role.

You will connect Snowflake AI Data Cloud capabilities to outcomes such as demand forecasting, inventory optimization, and omnichannel analytics, while collaborating with cross-functional teams to drive adoption and expansion.

Qualifications

• Proven track record of meeting or exceeding quota selling complex technical solutions into the enterprise.
• Experience selling to senior business and technology stakeholders at Director, VP, and C-level.
• Ability to run full-cycle enterprise deals from prospecting through negotiation and close.
• Familiarity with MEDDPICC or similar sales methodology in complex environments.
• Experience in data, analytics, cloud, or AI/ML platform sales.

Responsibilities

• Partner with the Global Account Manager on account strategy and opportunity insights.
• Own relationships across major retail accounts and drive pipeline from prospecting to close.
• Explain Snowflake AI Data Cloud capabilities to business outcomes like demand forecasting and omnichannel analytics.
• Build a territory plan and manage pipeline with forecasting and CRM hygiene.
• Lead structured deal cycles using MEDDPICC from discovery to procurement navigation.
• Land, adopt, and expand Snowflake within accounts to achieve quota.
• Collaborate with Solutions Engineering, Professional Services, Customer Success, SDRs, Marketing, Legal, and Finance.
• Translate Snowflake capabilities to client roadmaps as customers adopt AI across the enterprise.

Skills

Enterprise sales

MEDDPICC

Stakeholder management

Data & AI outcomes

Tools

CRM software

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.

Our Majors sales team is expanding and we are hiring a Majors Account Executive to grow our business across the retail industry. This is a senior selling role, working as part of a team: you will own your retail stakeholder relationships, run your own pipeline, and close deals end to end. This is a quota-carrying role, not a support or overlay function.

If you are a commercially hungry, technically curious salesperson who loves developing deep relationships with customers across business, technical and executive functions, growing your business through identifying, developing and closing high value business outcomes for your customers, loves working in a team dynamic, and has a passion for how data and AI are reshaping retail, this is that role.

AS A MAJORS ACCOUNT EXECUTIVE AT SNOWFLAKE, YOU WILL:

• Partner with the Global Account Manager on account strategy, contributing field intelligence, customer feedback, and opportunity insights to inform the broader account plan, along with driving customer advocacy through marketing initiatives, sales campaigns, education, and SI partner engagement
• Own stakeholder relationships across a portfolio of major retail accounts, building trust and pipeline across Technology including Data, AI, Digital Ecomm and LOB eg: Customer, Commercial, Supply Chain, Merchandising, etc. Execute full-cycle deals, from creative prospecting and discovery through business case, procurement, and close
• Act as a trusted advisor by understanding each retailer's current and future IT roadmap, connecting the Snowflake AI Data Cloud to outcomes such as demand forecasting, inventory and supply chain optimisation, customer personalisation, and omnichannel customer analytics
• Build a territory plan with a target prospect list, and manage pipeline with rigour: prospecting, partner engagement, accurate forecasting, and tight CRM hygiene
• Run structured deal cycles using MEDDPICC, including discovery, business case development, and procurement navigation
• Land, adopt, and expand Snowflake within your accounts, achieving quota on a quarterly and annual basis
• Work cross-functionally with Solutions Engineering, Professional Services, Customer Success, SDRs, Marketing, Legal, and Finance to deliver outcomes
• Translate Snowflake capabilities such as Snowflake's Agentic Control Plane, Ontology and Real Time operational Architecture Roadmaps as Customers move to Adopt AI across the enterprise.

ON DAY ONE WE WILL EXPECT YOU TO HAVE:

• A demonstrated, consistent track record of meeting or exceeding quota selling complex technical solutions into the enterprise market
• Proven success developing and closing new opportunities and building strategic partnerships
• Demonstrated ability to run full-cycle enterprise deals from prospecting through negotiation and close, including multi-million dollar annual revenue targets
• Experience selling to senior business and technology stakeholders at Director, VP, and C-level
• Working knowledge of MEDDPICC or a similar sales methodology applied in complex, multi-stakeholder environments
• Familiarity with solution-based selling in one or more of: data warehousing, business intelligence, data science, analytics, cloud infrastructure, or AI/ML
• Strong commercial instincts: you can connect a customer's problem to a business case and a close plan
• A collaborative, low-ego approach: you give open, honest, and respectful feedback and make the team around you better

BONUS POINTS FOR:

• Experience in data cloud, data warehouse, or AI/ML platform sales
• Industry exposure to retail, consumer goods, or eCommerce
• Existing relationships within the Australian retail enterprise market
• Familiarity with retail data use cases such as loyalty, pricing, omnichannel marketing, and supplier collaboration

WHY JOIN OUR TEAM AT SNOWFLAKE?

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

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