Senior Manager, Sales Development

About Snowflake

Snowflake is at the forefront of enabling agentic enterprises by integrating AI deeply into workflows, encouraging innovation and an experimental mindset for problem-solving and impact acceleration. Employees are expected to be curious, low-ego team players who thrive in evolving environments, aiming not just to perform tasks but to shape the future of work.

Role Overview

The Senior Manager position is a pivotal leadership role responsible for the ANZ region's Sales Development Representatives (SDRs) and Inside Sales Representatives (ISRs). This role combines strategic pipeline creation with early funnel deal development and entails leading a team of eight (four SDRs and four ISRs) within Snowflake’s APJ pilot program that elevates SDRs into opportunity-owning roles.

Key Responsibilities

• Lead, nurture, and elevate a high-achieving team of SDRs and ISRs throughout ANZ.
• Design and implement strategies to drive meeting scheduling, opportunity creation, and positively impact revenue realization.
• Collaborate with senior field sales leadership in the ANZ region to ensure SDR/ISR initiatives align with overall sales objectives and account strategies.
• Manage and scale the ISR pilot, guiding representatives transitioning from lead generation to opportunity and negotiation management.
• Use data analytics and performance metrics to optimize pipeline contributions, accelerate opportunity progress, and enhance team productivity.
• Work alongside Ailie Patten to develop the ANZ SDR/ISR function as the pilot expands and headcount increases.
• Contribute to shaping larger APJ SDR/ISR strategies and facilitate cross-regional knowledge sharing of best practices.

Candidate Profile

• Minimum of five years’ leadership experience in sales development or inside sales within the technology sector.
• Proven success in architecting and executing outbound pipeline creation strategies beyond simply managing inbound or activity metrics.
• Experience supporting or working with enterprise field sales teams in the ANZ or broader APAC region.
• Strong leadership skills in coaching early-career SDRs and ISRs managing deals through to closure.
• Ability to engage and influence senior stakeholders within the ANZ business credibly.
• A committed career path in SDR and ISR leadership, viewing it as a dedicated discipline rather than a stepping stone to field sales.
• Knowledgeable in enterprise pipeline metrics, including understanding pipeline contributions, conversion rates by segment, and stages of opportunity management.

Preferred Qualifications

• Experience overseeing combined SDR and ISR teams.
• Background in field sales to enhance credibility in coaching and pipeline oversight.
• Familiarity with enterprise SaaS, cloud infrastructure, or data platform sales processes.
• Experience leading teams through growth phases.

About the Opportunity

The ANZ sales team has a history of exceeding targets, often reaching 100% to 250% of goals. Snowflake is dedicated to expanding in this region, offering the incoming Senior Manager the chance to influence the development of sales development and inside sales strategies and talent across the broader APJ region. This role provides leadership of a high-performing group and the ability to build a more strategic, scalable pipeline engine, fostering emerging talent and shaping future workflows.