Sequoia Sr. Director, GTM Process & Operations
Summary
Lead Snowflake’s global GTM systems, processes, and operations to modernize Quote-to-Cash, sales tech, and revenue intelligence using AI-native workflows and cloud data platforms.
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.
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.
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
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:
Skills
As published by ashby · 13 questions
Basics
Full Name, Email, Resume, Location
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- Will you require company sponsorship now or in the future to maintain or extend your current work authorization status?
- In office attendance is an essential function for this role and necessary to enable effective teamwork and collaboration. Do you currently reside within commuting distance or are you open to relocation to the local Snowflake office(s) designated in this post?
- Have you worked at Snowflake in the past in a Full-time, Part-time, contractor or Intern capacity?
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