Senior Director, WW Deal Desk

Snowflake; Dublin (CA); On-site; USD 180,000 - 280,000; Full time

Job summary

Snowflake seeks a Senior Director, Worldwide Deal Desk to lead a global team that structures, reviews, and negotiates our most strategic opportunities. You will align Sales with Legal, Finance, Revenue Accounting, Services and Operations to close deals quickly, compliantly, and profitably, while driving the AI-native transformation of the Deal Desk.

You will shape policies, pricing strategies, and governance, ensuring adherence to revenue recognition rules and enterprise contract standards

Qualifications

• 15+ years in deal desk, procurement, sales finance, or related fields.
• Experience leading global teams across regions and time zones.
• Deep experience structuring and negotiating complex enterprise contracts.
• Strong knowledge of revenue recognition (ASC 606) and US GAAP.
• Familiarity with SaaS and consumption-based pricing models.

Responsibilities

• Lead, scale and develop a global Deal Desk team supporting Sales across regions and time zones.
• Advise Sales leadership on deal structure, pricing, discounting and negotiation strategies for complex, high-value contracts.
• Coordinate cross-functional input from Sales, Legal, Revenue Accounting, Finance, Services, Operations, Product and Engineering.
• Own deal review and approval governance to ensure compliance with policies and risk thresholds.
• Partner with Finance, Legal and RevOps to define and evolve policies and approval matrices.
• Define and report on Deal Desk KPIs to provide executive insight into deal health and risk.
• Lead the AI transformation of the Deal Desk with AI agents and copilots for structuring, pricing and risk scoring.
• Champion AI adoption and measure impact on productivity and deal quality.

Skills

Global team leadership

Pricing strategy

Contract negotiation

Revenue recognition knowledge

AI transformation

Education

Bachelor's degree

MBA

Tools

CPQ

CRM

ERP

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.

As Senior Director of Worldwide Deal Desk at Snowflake, you'll be central to the company's growth. You'll partner closely with Sales leadership to structure, review, approve and negotiate our most complex and strategic opportunities. You'll lead a global team of Deal Desk professionals who connect Sales with Legal, Finance, Revenue Accounting, Services and Operations, so deals close quickly, compliantly and profitably. You'll also lead the Deal Desk's shift to an AI-native organization, using Snowflake's own AI capabilities to change how deals get built, reviewed and approved.

AS A SENIOR DIRECTOR, WW DEAL DESK AT SNOWFLAKE, YOU WILL:

• Lead, scale and develop a global team of Deal Desk professionals that supports Sales across all regions and time zones.

• Be a trusted advisor to Sales leadership on deal structure, pricing, discounting and negotiation strategy for complex, high-value consumption and multi-year agreements.

• Coordinate cross-functional input from Sales, Legal, Revenue Accounting, Finance, Services, Operations, Product and Engineering to move deals from structure to signature efficiently.

• Own deal review and approval governance, making sure deals follow company policies, revenue recognition requirements and risk thresholds.

• Partner with Finance, Legal and RevOps leadership to define and evolve policies, approval matrices and deal processes, and drive their adoption across the field.

• Define and report on Deal Desk KPIs (deal cycle time, approval SLAs, discount trends, non-standard term usage, etc.) to give executives insight into deal health and commercial risk.

• Lead the AI transformation of the Deal Desk. Working with Data Analytics and Enterprise Technology, build an AI-native organization: deploy AI agents and copilots for deal structuring guidance, pricing recommendations, contract review and redlining, approval routing, and deal risk scoring.

• Champion AI adoption across the team. Build AI fluency, redesign workflows around automation, and measure the impact on productivity, cycle time and deal quality.

OUR IDEAL SENIOR DIRECTOR, WW DEAL DESK WILL HAVE:

• Bachelor's degree in Business Administration, Finance, Economics or a related field, or equivalent experience.

• 15+ years of experience across deal desk, procurement, sales finance, commercial finance, pricing, contract negotiation or sales operations, including significant time leading global teams.

• Deep experience structuring and negotiating complex enterprise contracts with long sales cycles.

• Ability to read, interpret and draft commercial terms and conditions.

• Strong understanding of revenue recognition (ASC 606) and US GAAP.

• Strong knowledge of SaaS and consumption-based business models, including commit, capacity and usage-based pricing.

• Demonstrated AI proficiency: hands-on experience applying generative AI, LLM-based tools or automation to finance, sales operations or deal workflows, plus a clear view of where AI does and doesn't belong in governance-heavy processes.

• Track record of designing and rolling out complex finance systems, processes and tools (for example CPQ, CLM, CRM).

• Ability to break down complex issues and explain them clearly to everyone from frontline sellers to the C-suite.

• Excellent written and verbal communication, presentation and executive stakeholder skills.

• A builder's mindset: comfortable with ambiguity, high deal velocity and quarter-end pressure, and motivated by helping Sales win.

DESIRED SKILLS/EXPERTISE:

• Track record of driving cross-functional alignment and managing strategic relationships across Sales, Legal and Finance.

• Proven experience designing deal approval governance and commercial risk mitigation frameworks.

• Strong leadership in hiring, coaching and developing talent across distributed global teams.

• Experience leading AI or automation programs that delivered measurable gains in efficiency or quality.

• Familiarity with data platforms and analytics (Snowflake experience a plus).

• MBA or equivalent work 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?