Account Executive - Defence

About the Position

Account Executive - Defence

GB-London

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.

Snowflake is about empowering enterprises to achieve their full potential, and people too. With a culture that's all in on impact, innovation, and collaboration, Snowflake is the sweet spot for building big, moving fast, and taking technology and careers to the next level.

As an Account Executive on our UK Public Sector team, you will own the Defence territory: selling the Snowflake AI Data Cloud to the Ministry of Defence, defence primes, system integrators, and allied national security organisations. This is a mission-driven, field-based role for someone who understands how data transforms Defence outcomes and can navigate the sensitivities of secure and sovereign environments.

Responsibilities

• Prospect, win, and onboard net-new Defence logos across the UK, breaking into MOD commands, defence primes, and strategic SIs that are not yet Snowflake customers
• Run complex, consultative sales cycles that align the Snowflake AI Data Cloud to mission priorities such as readiness, logistics, intelligence, and command and control
• Position Snowflake Cortex AI, Snowpark, and secure data sharing for sovereign, air-gapped, and high-assurance workloads
• Partner with Solution Engineers to design architectures that meet Defence security, residency, and accreditation requirements
• Navigate UK public sector procurement, including G-Cloud, Digital Outcomes, and framework and direct-award routes
• Build trusted relationships with mission owners, programme leads, and procurement, from technical practitioners to senior leadership
• Collaborate with partners, resellers, and cleared delivery teams to land and expand mission-critical data programmes
• Forecast accurately and manage pipeline through the full sales cycle, from qualification to close and expansion

Requirements

• 5+ years of enterprise software, SaaS, or data platform sales experience, with consistent quota overachievement
• A proven track record selling into UK Defence
• Experience with complex, multi-stakeholder sales cycles and long-horizon programme engagements
• Working knowledge of UK public sector procurement frameworks and the realities of secure or classified environments
• Fluency in articulating the value of data, analytics, and AI to mission outcomes
• Strong commercial discipline across territory planning, forecasting, and negotiation
• The ability to hold or obtain UK security clearance (SC or above) as required by the territory

Nice to Have

• Experience selling cloud data platforms, data warehousing, or AI and machine learning solutions
• An existing network across MOD, defence primes, or allied agencies
• Familiarity with secure data sharing, data sovereignty, and high-assurance deployment patterns
• Experience working alongside system integrators and cleared delivery partners

We Offer

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.

About the Company

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.

Snowflake is about empowering enterprises to achieve their full potential, and people too. With a culture that's all in on impact, innovation, and collaboration, Snowflake is the sweet spot for building big, moving fast, and taking technology and careers to the next level.