District Manager, Enterprise Acquisition South

Snowflake; Melbourne; On-site; AUD 120,000 - 180,000; Full time

Job summary

Snowflake is seeking a District Manager in Melbourne to lead the Enterprise Acquisition team across Australia. You will shape culture, set leadership tone, and build the next wave of lighthouse customers while driving multi-million-dollar consumption opportunities.

You will coach and scale a high-performing team of Enterprise Account Executives, implement MEDDPICC qualification, and orchestrate complex engagements with Sales Engineering, Professional Services, and partners.

Qualifications

• 10+ years in enterprise or field sales, including success leading quota-carrying teams.
• Clear point of view on acquisition selling and cross-district application.
• Fluency in MEDDPICC or similar value-based qualification.
• Experience negotiating with procurement, legal, and business stakeholders.

Responsibilities

• Lead, coach, and build a team of enterprise Account Executives focused on acquiring net-new logos in Australia.
• Instil MEDDPICC-based qualification and coach AEs on top deals with data-driven coverage.

Skills

Enterprise sales leadership

MEDDPICC

Value-based selling

Coaching teams

Deal negotiation

Education

Bachelor's degree or equivalent

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.

We are hiring a proven Sales Leader to head up our Enterprise Acquisition team, based out of Melbourne. You will support and lead a team of Enterprise Acquisition Account Executives based out of Melbourne, Perth, and Adelaide.

This is a build and rebuild mandate for a leader who thrives on creating from scratch: you will shape the Enterprise Acquisition team's culture, set the tone for the leadership team, and build the next wave of lighthouse customers.

AS A DISTRICT MANAGER AT SNOWFLAKE, YOU WILL:

• Lead, coach, and build a team of enterprise Account Executives focused on acquiring net-new logos across the Australian market.
• Instil MEDDPICC-based qualification across the district and coach AEs on their top pursuits with deal control and genuine urgency.
• Coach business-value selling that connects the Snowflake AI Data Cloud to customer business outcomes, not feature selling.
• Own the pipeline-generation engine with clear coverage targets, activity accountability, and data-driven territory management.
• Drive a focused lighthouse account strategy aimed at opportunities that grow into multi-million dollar consumption relationships.
• Orchestrate multi-layered enterprise engagements across Sales Engineering, Professional Services, and the partner ecosystem.
• Run a disciplined operating rhythm: forecasting, account planning, performance cadence, and documented get-well plans where needed.
• Attract, hire, and retain top sales talent, differentiating performance and acting decisively on underperformance.

OUR IDEAL DISTRICT MANAGER WILL HAVE:

• 10+ years in enterprise or field sales, including proven success leading and coaching quota-carrying teams.
• A clear point of view on acquisition selling and how it differs from expansion, with the ability to drive it across a district.
• Fluency in MEDDPICC or a comparable value-based qualification methodology.
• Experience orchestrating complex, multi-stakeholder deals through commercial and legal negotiation with procurement, legal, and business stakeholders.
• A track record of displacing incumbent and legacy technology in cloud or software sales.
• Experience building and developing high-performing sales teams, with the judgment to manage performance fairly and decisively.
• Strong business-value and consultative selling capability, coaching teams to connect products to customer outcomes.
• Bachelor's degree or equivalent experience.

BONUS POINTS FOR THE FOLLOWING:

• Experience selling in a usage-based or consumption commercial model with land-and-expand motions.
• Data, analytics, or AI market knowledge.
• Experience co-building pipeline with Sales Development, Marketing, and Partners or Alliances.
• Channel partner and alliances experience.

WHY JOIN OUR TEAM AT SNOWFLAKE?

Snowflake is growing fast and this is a rare opportunity to build a district from the ground up. You will have the autonomy to shape the team, the culture, and the go-to-market motion for enterprise acquisition in one of our highest-potential markets, backed by a world-class product and a collaborative leadership team.

How do you want to make your impact?

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