--- title: 'Commercial Account Executive - Expansion at Snowflake' canonical: 'https://feeny.ai/job/commercial-account-executive-expansion-snowflake-stockholm-30zqttga6nm4' type: 'job' last_seen: '2026-09-11' --- # Commercial Account Executive - Expansion at Snowflake - **Company:** [Snowflake](https://feeny.ai/companies/snowflake) - **Location:** Stockholm, Sweden - **Employment:** full-time - **Work type:** hybrid - **Posted:** 2026-08-20 - **Last confirmed live:** 2026-09-11 - **Apply:** https://jobs.ashbyhq.com/snowflake/f40e6bf9-45bb-4159-b900-b5cdd06fe1dc/application **Skills:** SaaS sales, MEDDPICC, MEDDICC, Consumption-based commercial models, Usage-based commercial models, Propensity scoring, Technographic signals, TCO analysis, Data analytics, AI/ML, Cloud infrastructure, Data warehousing, ELT, BI tooling, Data engineering, AI/automation tools > Own a portfolio of existing customers to drive consumption growth and expand into new workloads. Manage territory strategy, execute expansion deals using MEDDPICC, and ensure customer success while defending against competitive threats. ## 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. ## The Role You won't just carry a bag — you'll run a franchise. As a Commercial Expansion Account Executive at Snowflake, you own a portfolio of existing customers and are accountable for defending the base, driving healthy consumption growth, and expanding into new workloads and use cases. You'll partner with Solutions Engineers, Customer Success, and Services Delivery to turn customers into advocates and single-workload accounts into strategic platforms. This is not a renewals desk. You'll prospect within your install base, identify whitespace, build multi-threaded executive relationships, and close net-new expansion business — all while ensuring your customers are consuming Snowflake efficiently and getting measurable business value. ## What You'll Do Territory Strategy & Pipeline Generation - Own a defined patch of commercial accounts (<500 employees) and build a data-driven territory plan using propensity scoring, technographic signals, and consumption health indicators - Apply strategic tiering (20/80 rule) to focus time on high-potential "Sleeping Giants" — accounts with high whitespace relative to current spend - Consistently achieve 10+ external customer meetings per week through disciplined outreach rhythms - Map accounts to campaign plays (e.g., BI Consolidation, AI/ML expansion, Databricks defence) based on their tech stack and business signals Account Expansion & Deal Execution - Source, progress, and close expansion use cases using MEDDPICC methodology - Identify and articulate value hypotheses (Why Anything? Why Now? Why Snowflake?) tailored to each account's business priorities - Navigate complex, multi-persona deals — from technical champions to CFO-level economic buyers - Negotiate renewals, multi-year commitments, and capacity deals anchored in business value, not discounts Consumption Health & Customer Success - Distinguish between healthy and unhealthy consumption; proactively address inefficiencies before they become churn risk - Understand modern data architecture (transformation layers, BI performance, serverless economics) to advise customers on optimising their Snowflake deployment - Convert cost savings from efficiency improvements into budget for new workloads — turning defence into offence Competitive Defence - Protect the install base against competitive threats (Databricks, AWS-native, Azure Synapse) using TCO analysis, architectural advantages, and "Serverless Tax" positioning - Build proactive competitive strategies rather than reactive objection handling ## What We're Looking For Must-Have - 3+ years in a quota-carrying SaaS sales role with demonstrable pattern of achievement (top 20% attainment preferred) - Experience managing and expanding an existing customer book — not exclusively net-new acquisition - Ability to articulate technical value propositions to both technical practitioners and C-level executives - Proven prospecting discipline within an install base: pipeline self-sourced, not inherited - Familiarity with consumption-based or usage-based commercial models - Fluency in a structured sales methodology (MEDDPICC, MEDDICC, or equivalent) Strongly Preferred - Experience selling data, analytics, AI/ML, or cloud infrastructure solutions - Understanding of modern data stack architecture (data warehousing, ELT, BI tooling, data engineering) - Demonstrated use of AI/automation tools to enhance productivity (meeting prep, follow-up, personalisation, research) - Track record navigating competitive displacement scenarios - Experience with multi-year deal structuring and commercial negotiation (including MSA-level discussions) 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](http://careers.snowflake.com) ## About Snowflake ## Company Overview - **One-liner**: Snowflake provides an AI Data Cloud platform that enables enterprises to store, analyze, and securely share their data across multiple clouds and geographies. - **Entity Type**: Public (NYSE: SNOW) - **Headquarters**: Bozeman, Montana, United States - **Founded**: 2012 - **Founders**: Not explicitly listed in the provided search results (widely known co-founders include Benoit Dageville, Thierry Cruanes, Marcin Zukowski – not verified in these search results) ## Core Business - **Primary Industry**: Enterprise software, cloud data platform - **Target Customers**: B2B, including large enterprises (e.g., hundreds of the world’s largest companies), mid-market, and SMBs - **Mission**: “To Mobilize the World’s Data” (Glassdoor) and “empower every enterprise to achieve its full potential through data and AI” (Snowflake Careers page) ## Products & Services - **Snowflake AI Data Cloud**: A unified, multi-cloud platform that combines data warehousing, data lakes, data sharing, and AI/ML capabilities. Customers can discover, share, and analyze data while running analytic workloads across public clouds (AWS, Azure, GCP). - **Snowflake Marketplace**: A marketplace for discovering and accessing third‑party data sets and applications. - **Snowflake‑Powered Applications**: Platform for building and deploying data‑intensive applications. ## Market Standing - **Valuation/Market Cap**: Not directly provided in search results (as a public company, market cap fluctuates and is available on financial websites). - **Key Metric**: Annual Revenue – $1 to $5 billion (USD) per Glassdoor. - **Notable Investors/Partners**: Not explicitly mentioned in the search results (historically backed by Sequoia Capital, Dragoneer, etc. – not verified here). - **Growth Signals**: - Named #1 on the 2023 Fortune Future 50 List ([Fortune.com](https://fortune.com)) - Listed as a U.S. Best Large Place to Work by BuiltIn in 2024 - Recognized as one of the “20 Coolest Cloud Software Companies” by CRN in 2022 and 2024 - Headcount of 5,001–10,000 employees with 30 global locations; actively hiring - Revenue range $1B–$5B indicates strong scale ## Competitive Advantages - **Multi‑Cloud Flexibility**: Operates across AWS, Azure, and GCP, avoiding vendor lock‑in. - **Unified Data Experience**: One platform for data sharing, analytics, and AI, reducing silos. - **Separation of Compute and Storage**: Allows independent scaling and cost efficiency (not detailed in provided sources, but a known differentiator). - **Strong Ecosystem**: Data marketplace and extensive partner network. ## Strategic Focus - **AI & Data Innovation**: The company’s current emphasis is on making “enterprise AI easy, efficient, and trusted” and integrating AI capabilities into the Data Cloud. - **Global Expansion**: Active hiring across 30 locations indicates continued geographic growth. - **Customer‑Centric Development**: Focus on empowering enterprises to achieve “full potential through data and AI.” ## Why Work Here - **Culture**: Described as “driven by innovation, low egos, high bars, and collaboration” (Snowflake Careers page). Glassdoor rating of 3.9/5 overall (78% approve CEO). - **Work‑Life Balance**: Glassdoor rates Work/Life Balance at 3.7/5; many remote and hybrid roles available (see Indeed listings). - **Benefits**: “Benefits & Beyond” program includes competitive compensation, equity, career advancement programs, and commitment to pay equality and veteran hiring. - **Engineering Focus**: Hiring process includes 2–4 week timeline with technical interviews; the company values impactful, project‑based work for all roles, including interns. - **Recognition**: Named a Best Large Place to Work (BuiltIn 2024) and future‑focused by Fortune, signaling strong employer brand. ## Sources 1. [Snowflake Careers Overview](https://careers.snowflake.com/us/en) 2. [Life at Snowflake](https://careers.snowflake.com/us/en/snowflake-life) 3. [Snowflake on Glassdoor](https://www.glassdoor.com/Overview/Working-at-Snowflake-EI_IE928471.11,20.htm) 4. [Snowflake Hiring Process](https://careers.snowflake.com/us/en/gethired) 5. [Snowflake on Indeed](https://www.indeed.com/cmp/Snowflake-7f4a7fba) 6. [Snowflake Careers Portal (Ashby)](https://jobs.ashbyhq.com/snowflake) – provided by user ## Other roles at Snowflake - [Software Engineer](https://feeny.ai/job/software-engineer-snowflake-warsaw-rk93stde6gfz) — Warsaw, Poland - [Strategic Account Executive, Majors Acquisition](https://feeny.ai/job/strategic-account-executive-majors-acquisition-snowflake-texas-z28sj7wdvvq8) — Texas, United States - [Staff Technical Program Manager - Security](https://feeny.ai/job/staff-technical-program-manager-security-snowflake-menlo-park-wq8j55r9qq5p) — Menlo Park, CA - [Engineering Manager](https://feeny.ai/job/engineering-manager-snowflake-menlo-park-hcb2t29d5htr) — Menlo Park, CA - [Senior Manager, Technical Program Management - Security](https://feeny.ai/job/senior-manager-technical-program-management-security-snowflake-menlo-park-94cf3wxj9d56) — Menlo Park, CA - [Principal Software Engineer - Semantic Views](https://feeny.ai/job/principal-software-engineer-semantic-views-snowflake-menlo-park-rsztyc80kfn7) — Menlo Park, CA - [Solution Engineer](https://feeny.ai/job/solution-engineer-snowflake-colombia-3cf4hpmqq9ye) — Colombia - [Senior/Staff Software Engineer – LLM Inference & Reinforcement Learning Platform](https://feeny.ai/job/senior-staff-software-engineer-llm-inference-reinforcement-learning-platform-dwrjfex7daq2) — Bellevue, WA - [Services Solutions Manager](https://feeny.ai/job/services-solutions-manager-snowflake-united-kingdom-f5bh8de9z9m1) — United Kingdom - [Account Executive](https://feeny.ai/job/account-executive-snowflake-helsinki-wxb5sh46d89y) — Helsinki, Finland