Sr. Director, GTM Process & Operations

About the Position

Snowflake is seeking a Sr. Director, GTM Process & Operations to lead our global GTM operations, drive AI adoption, and enhance revenue velocity. This executive role defines how Snowflake's revenue motion runs - setting business priorities and processes, leading AI and automation adoption across GTM workflows, and standardizing the Quote-to-Cash and field support functions that directly drive revenue velocity.

Location

US-CA-Menlo Park

Employment Type

Full time

Department

Revenue Operations

Compensation

• $300K – $393.7K

Responsibilities

GTM Business Strategy & Operating Model

• Own GTM business priorities, processes, policies, and operating metrics across the revenue motion.
• Define field requirements and translate GTM strategy into clear business cases and outcome targets.
• Drive the operating cadence that connects strategy to execution.

AI & Automation Adoption

• Lead GTM's adoption of AI-powered tools and workflows within business processes.
• Build and test AI solutions in the context of GTM operations - own adoption rates and business results.
• Partner with ET for the platforms, security, controls, integration, and production support that make those solutions reliable and scalable.

Revenue Velocity

• Standardize global sales workflows and streamline Quote-to-Cash to reduce cycle times and field friction.
• Own the business process layer; partner with ET to ensure the underlying data and systems are fast, reliable, and trusted enough for field leaders to act on without verification overhead.

Field Support

• Provide strategic leadership for the Field Support organization, integrating specialized deal support with centralized operational execution to optimize field productivity and customer success.

Cross-Functional Partnership

• Partner with ET, Sales, Finance, Legal, and Partner Operations to scope GTM capabilities and define investment priorities.
• Provide clear business requirements and outcomes accountability; partner with ET for architecture, technical standards, and delivery.
• Avoid creating duplicate decision rights or additional translation layers between the business and technology.

Team Leadership

• Manage and grow a global team of Directors, Senior Managers, and specialists across QTC, Core Sales, and Shared Services.
• Build a product-led culture - one where your team works directly with business users, understands their problems deeply, and drives adoption without requiring intermediary layers.

Snowflake on Snowflake

• Serve as the business partner and proving ground for Snowflake's own AI and data capabilities.
• Represent GTM requirements and adoption outcomes; partner with ET, Product, and Data Engineering - who lead the technology work - to embed Snowflake's capabilities into internal GTM workflows.

Requirements

Minimum Qualifications

• 15+ years of professional experience, with 8+ years leading Sales Operations, GTM Operations, or Revenue Strategy functions in a high-growth B2B SaaS or enterprise technology environment.
• Proven success managing global, multi-layered teams across process design, field enablement, and SLA-driven shared services operations.
• Deep expertise in the Salesforce ecosystem (SFDC, CPQ, CLM) and how it supports GTM business processes.
• Experience defining business requirements and outcome metrics that drive technology investment decisions in partnership with IT or Engineering counterparts.
• Demonstrated ability to drive executive alignment through data, manage competing priorities, and communicate across technical and business audiences.

Preferred Qualifications

• Experience leading a GTM operations team through an AI adoption transition - owning field adoption, business results, and use case validation, with technology delivery handled by a partner organization.
• Track record of working directly with business users without intermediary layers - building credibility as both a domain expert and an operational partner.
• Demonstrated ownership of operating metrics, field productivity programs, or a GTM transformation initiative where business outcomes were the primary measure of success.
• Experience translating ambiguous GTM strategy into structured requirements that a technical team can architect and deliver against.
• Executive presence and credibility with peer VPs and SVPs - able to represent the business clearly and hold the line on requirements without drifting into technology ownership.

We Offer

• Competitive salary range: $300K – $393.7K
• Opportunity to work in a fast-growing, innovative company
• Be part of a team that is redefining the future of work

About the Company

Snowflake is powering the era of the agentic enterprise. We are looking for 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.

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