Sr. Director, GTM Process & Operations

The Position

Snowflake is seeking a Sr. Director, GTM Process & Operations to own our global GTM operating model, reporting to the SVP of Revenue Strategy and Operations. 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. You will own the operating cadence that connects GTM strategy to execution, lead cross-functional alignment across Sales, Finance, Legal, and Partner Operations, and manage a global team of Directors, Senior Managers, and specialists across QTC, Core Sales, and Shared Services.

As a key leader in Snowflake's AI-native RevOps evolution, you will inherit a highly capable team and push it further — ensuring Snowflake's own revenue operations are the best proof point for Snowflake's technology.

Key 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.