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About the Role

The International Strategic Engagements Deal Lead will own the commercial structuring and execution of Snowflake's most consequential customer engagements outside North America. This role serves as the in-region point person for Strategic Engagements across EMEA, APAC, and other international markets, providing essential time-zone coverage, local commercial relationships, and regional commercial structuring expertise.

Responsibilities

Own International Deal Economics by building the deal-by-deal economic frame for qualifying international engagements, considering workload mix, capacity sizing, multi-year ramp, hybrid AI structures, multi-product economics, and competitive positioning.
Translate the economic frame into clear commercial recommendations that account for regional commercial realities.
Lead Regional Commercial Structuring for capacity, consumption, hybrid AI, and multi-product deal structures, incorporating regional competitive benchmarks, willingness-to-pay context, and unit economics.
Navigate multi-currency exposure, regional revenue recognition treatment, sovereignty constraints, and local commercial conventions.
Provide in-region escalation for live deals and drive cross-functional decisions to closure during regional business hours.
Build and maintain regional cross-functional relationships with Deal Desk, Legal, Revenue Accounting, AI Specialists, and Sales leadership.
Shape commercial strategy, sequencing, and economic frame to maximize win rates for acquisition deals and protect margin on expansion deals.
Track concessions against tiered margin-dilution thresholds and escalate structural concessions.
Coach regional AEs on package strategy, negotiation sequencing, and deal positioning, adapting the Strategic Engagements playbook for regional norms.
Engage directly in customer conversations on qualifying deals with senior stakeholders, providing commercial, financial, and pricing expertise.
Adhere to Strategic Engagements playbook standards for financial controls, deal process discipline, system requirements, and legal compliance.
Operate AI-Native by default, utilizing AI-assisted workflows for deal-economics modeling, redline triage, stakeholder synthesis, recommendation drafting, and competitive benchmarking.
Feed lessons from closed international deals back into the playbook for qualification criteria, structuring patterns, fallback libraries, and lifecycle artifacts.
Produce recommendation memos, daily deal update notes, and quarterly postmortem materials for executive sponsors and the CFO.

Requirements

10+ years of experience in strategic finance, deal desk, pricing, commercial operations, sales finance, investment banking, or equivalent commercial roles.
Track record of structuring complex international commercial deals at a scaling technology company.
Demonstrated experience structuring large enterprise commercial deals across multiple international markets, including multi-year capacity, consumption commitments, hybrid commercial structures, multi-currency exposure, and multi-product agreements.
Comfort with deals greater than $75M TCV.
High agency and standalone execution, capable of running deals end-to-end with minimal management overhead across time zones.
Deep regional commercial fluency, including working knowledge of regional pricing dynamics, revenue recognition treatment, sovereignty and regulatory constraints, and enterprise software norms.
Strong financial modeling skills, including deal economic models, scenario analyses, sensitivity analyses, and concession ledgers.
Working understanding of cloud and SaaS commercial models: pricing and packaging, billing and metering, revenue recognition, commercial contracting, and post-signature operations.
Customer-facing presence and comfort engaging senior customer stakeholders on commercial structure, pricing, and economics.
Effective communication skills, capable of translating complex commercial structure into executive narratives and driving alignment.
AI-native disposition, comfortable using AI-assisted workflows as a default execution mode.
Comfort with ambiguity and operating on precedent-setting deals.
Bachelor's degree in Finance, Economics, Computer Science, Engineering, or related discipline.
Hands-on experience structuring international deals at a high-growth cloud, data, AI, or SaaS company (preferred).
Established commercial relationships with regional Deal Desk, Legal, and Revenue Accounting at a major cloud or SaaS company (preferred).
Familiarity with consumption-based and usage-based pricing in cloud, data, or AI platforms (preferred).
Familiarity with regional revenue accounting nuances, SOX controls, and audit-ready process design (preferred).
Experience with competitive pricing analysis and willingness-to-pay research across multiple regional markets (preferred).
Multilingual professional fluency, where applicable to the region of focus (preferred).
SQL fluency or comfort working directly with commercial data in a cloud data platform (preferred).

Skills

Strategic Finance
Deal Structuring
Commercial Operations
Pricing
Sales Finance
Investment Banking
Financial Modeling
Cloud Commercial Models
SaaS Commercial Models
Revenue Recognition
Commercial Contracting
AI-Assisted Workflows
Customer Engagement
Executive Communication
Cross-functional Collaboration
Negotiation
Competitive Analysis
SQL

Location

International (EMEA, APAC)

Work Type

Full-time

Experience Level

10+ years

Education Level

Bachelor's degree in Finance, Economics, Computer Science, Engineering, or related discipline
MBA or advanced degree preferred

About the Company

Snowflake is powering the era of the agentic enterprise and is looking for AI-native thinkers to reinvent how work gets done.
The company values low-ego individuals who thrive in dynamic environments and move with an experimental mindset.
Snowflake is growing fast and scaling its team to enable and accelerate growth, seeking people who share its values and challenge ordinary thinking.