Director, Sales Operations Go-to-Market Planning

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.

Where Data Does More. Join the Snowflake team.

Snowflake’s Sales Operations organization is seeking a Sales Operations Director for Go-to-Market (GTM) Planning to lead our GTM Planning team. In this role, you will apply subject matter expertise, learned knowledge of Snowflake, and pragmatic frameworks to drive key GTM strategy analytics, organization, and process design. You will be responsible for building the methodologies and guidelines to enable GTM planning, developing the systems and processes to conduct GTM planning with efficiency and operational rigor, and designing global programs & policies to drive consistent execution. Additionally, you will partner closely with our Field Operations team on territory planning, GTM resource planning, and target setting to align with Snowflake’s strategic priorities and revenue goal.

Work Location: This position is based exclusively in Menlo Park, CA. Alternative locations are not available at this time.

IN THIS ROLE YOU WILL GET TO:

• Own annual GTM planning workstreams and ensure successful execution of planning activities such as territory design, headcount deployment, and quota allocation.
• Architect complex models, including our sales capacity model, pipegen model, and help drive commissions compliance.
• Partner with Field Operations on territory and quota operations across geographies to ensure consistent and timely distribution of territories, quotas, and sales compensation plans.
• Design, document, and deliver enablement on policies for managing account and quota assignment changes.
• Work collaboratively with cross-functional teams to drive alignment on sales planning and operational processes and execution towards Snowflake’s sales and revenue goals.
• Perform regular quota and attainment reviews across the global sales teams to ensure accurate performance reporting and commissions processing.
• Develop scalable systems and tools to support sales planning and operational processes.
• Be a trusted thought leader by providing strategic recommendations and delivering innovative solutions to support the growth and scale of Snowflake’s business.

ON DAY ONE WE WILL EXPECT YOU TO HAVE :

• 9+ years of professional experience with a core focus in GTM strategy, planning, and operations; operations experience at high growth enterprise technology industry experience is highly preferred. Experience with consumption revenue models is highly preferred.
• Deep experience and understanding of the overall sales planning process with the ability to dive deep on capacity model, territory design, quota deployment, and headcount mandatory.
• Proven ability to structure complex problems, derive insights from data, develop solutions, craft recommendations into executive presentations, and articulate clearly with stakeholders up to the senior leadership level.
• Ability to manage multiple concurrent projects and adjust on the fly to new demands with a sense of urgency.
• Demonstrated proficiency in cross-functional collaboration and ability to influence and get things done across functional domains.
• Proficiency with data analysis/manipulation tools like SQL and Excel.
• Experience with CRM and sales planning tools like Salesforce, Anaplan and/or Pigment.
• Bachelor degree in business, statistics, economics, or other quantitative disciplines; MBA a plus.

Every Snowflake employee is expected to follow the company’s confidentiality and security standards for handling sensitive data. Snowflake employees must abide by the company’s data security plan as an essential part of their duties. It is every employee's duty to keep customer information secure and confidential.

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.

How do you want to make 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