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About the Role

Snowflake is powering the era of the agentic enterprise and seeks AI-native thinkers to reinvent how work gets done. This role acts as a coordination overlay across multiple teams, targeting and winning workloads from top AI-native startups.

Responsibilities

• Build relationships with high-priority AI-native startups through outreach, referrals, events, and networking.
• Create meaningful founder engagement by connecting startup needs with Snowflake product, go-to-market, and customer opportunities.
• Leverage technical knowledge of AI to build trust and collaboration hypotheses.
• Prioritize the startup landscape and maintain market intelligence by developing and refining a categorized list of high-priority startups.
• Monitor venture funding, startup formation, product trends, and AI/ML ecosystem shifts.
• Partner with Sales, Marketing, Product, AI Partnerships, Venture, and Solutions Engineering for a unified approach.
• Drive growth, adoption, and partnerships on Snowflake, allocating 80% of efforts to Tier 1 startups.
• Facilitate introductions between Tier 1 startup founders and Snowflake Executive Leadership.
• Provide go-to-market support to help startups understand how Snowflake enterprise customers evaluate and adopt their solutions.
• Support Product-Led Growth by promoting Cortex AI products and creating paths for startups to move workloads onto Snowflake.
• Collaborate with Sales and Solutions Engineering to help them sell Cortex AI products effectively.
• Build demand generation and ecosystem visibility by identifying high-leverage events, sponsorships, and programs.
• Contribute to workshops, founder programming, and PR initiatives to educate AI startups on Snowflake offerings.
• Design or support scaled events for meaningful engagement among startups, venture firms, customers, and stakeholders.
• Measure outcomes and report progress against objectives, refining strategy and operating cadence.
• Track and report progress on startup acquisitions, Snowflake commitment contracts, and influenced consumption.
• Provide regular reports to management on engagement progress, outcomes, successes, challenges, and improvements.
• Work with Finance and Sales Operations to ensure accurate tracking of startup adoption, usage, commitments, and engagement metrics.

Requirements

• 8+ years of experience in business development, partnerships, startup ecosystem development, venture capital, corporate venture, GTM, cloud technology, AI/ML, or a related field.
• Proven experience supporting high-growth startups at different stages, with preference for candidates with startup operating experience or close founder relationships.
• Strong understanding of the AI technology stack, AI startup ecosystem, venture funding trends, cloud and data platform adoption patterns, and key product trends.
• Established network across startup founders, venture capital firms, accelerator ecosystems, enterprise technology leaders, and partner organizations.
• Ability to translate Snowflake capabilities into startup-relevant value propositions.
• Strong executive presence, communication, presentation, and interpersonal skills.
• Founder empathy and strong judgment in balancing startup needs with business priorities.
• Comfort with ambiguity and willingness to operate strategically and tactically in a fast-paced environment.
• Data-oriented operating style, including the ability to define metrics, track outcomes, identify patterns, and communicate progress clearly.
• 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.

Skills

• AI/ML
• Cloud Technology
• Business Development
• Partnerships
• Startup Ecosystem Development
• Venture Capital
• Go-to-Market Strategy
• Communication
• Presentation
• Interpersonal Skills
• Executive Presence
• Data Analysis

Location

• Menlo Park, CA

Work Type

• Hybrid

Experience Level

• 8+ years

About the Company

• Snowflake is powering the era of the agentic enterprise.
• 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.