Enterprise Account Executive - Observability

Overview

At Snowflake, we are driving the evolution to the agentic enterprise and champion AI-native thinkers across all roles. We value curious, low-ego individuals who embrace AI as a collaborative tool to rethink processes, accelerate impact, and adapt quickly in a fast-changing environment. Your role involves not just fulfilling tasks but actively shaping the future of work.

About the Role

Observe by Snowflake delivers AI-powered observability within the Snowflake AI Data Cloud platform, enabling engineering and data teams to debug, optimize, and analyze complex systems operating at massive scale. Unlike traditional index-based tools, Observe unifies telemetry and business data using AI to reduce issue resolution from hours to minutes.

We are entering a growth phase aiming to reach $1B in sales within five years, focusing on enterprise deals with larger contract values and strategic customers. This role offers an opportunity to influence enterprise sales centered on AI, data infrastructure, and modern engineering.

Key Responsibilities

• Manage end-to-end enterprise sales cycle, from generating your own pipeline to deal closure.
• Build and convert opportunities in a fast-paced setting involving large enterprise deals (average contract value $400K+).
• Lead technical, consultative discussions focused on AI-driven observability and data strategy with engineering, site reliability, and data leaders.
• Drive initial $500K+ deals with potential to expand into multi-million dollar accounts.
• Collaborate with cross-functional Snowflake teams to leverage the extensive Snowflake ecosystem.
• Commit to continuous learning, rapid application, and agile adaptation.

What Sets This Role Apart

• Opportunity to transform core enterprise workflows with significant return on investment beyond traditional dashboards.
• Part of a dynamic, builder-focused, high-growth business unit within Snowflake.
• Address real challenges related to increasing data volumes, disjointed tools, and developer productivity hurdles.
• Engage in large, complex, and high-profile deals with substantial potential impact.
• Join a company with excellent customer retention, strong growth, and increasing enterprise engagement.

Success Factors

• Proven ability to independently generate and convert sales pipelines.
• Experience selling complex, technical products related to observability, infrastructure, or data sectors.
• Comfort leading conversations emphasizing system architecture over mere features.
• High energy, fast decision-making, and effective communication skills.
• Strong sales acumen, familiarity with methodologies such as MEDDICC, and a consistent overachiever record.
• Resilience demonstrated through success in ambiguous or emerging business environments.

Desired Qualifications

• Domain expertise in observability, infrastructure, or data platform technologies.
• Technical curiosity and capability to engage deeply with engineering teams.
• Track record of excellence shown by top performance, meeting or exceeding quotas, and career advancements.
• Competitive nature, persistent attitude, and ownership mindset.
• Growth-oriented outlook with continuous self-improvement.

Company Outlook

Snowflake is scaling rapidly and expanding our team to drive growth. We seek individuals who align with our values, challenge conventional approaches, and accelerate innovation to build lasting impacts for themselves and Snowflake.