Lead, Strategic Finance – Deals (International)

Overview

In this role you will own the economics and commercial framing for Snowflake’s international engagements outside North America. You’ll lead regional deal structuring and pricing, coordinating with cross-functional teams to win complex, multi-market deals. You’ll be the in-region point of contact for time-zone coverage, stakeholder engagement, and adherence to playbooks, while shaping terms that protect margin and enable growth. This is a high-impact, AI-native role that blends finance, strategy, and execution at speed in a rapidly evolving tech environment.

Responsibilities

• Own international deal economics: define workload, capacity, multi-year ramp and hybrid AI structures for international deals
• Lead regional commercial structuring: pricing, multi-product terms, currency considerations, and regional benchmarks
• Provide time-zone coverage: serve as in-region escalation point and drive decisions across time zones
• Build local relationships: maintain cross-functional ties with regional Deal Desk, Legal, Revenue Accounting, AI Specialists, and Sales leadership
• Shape commercial outcomes: craft strategies that enable winning deals with defensible margins
• Run concession discipline: monitor discounts and escalate non-standard concessions
• Coach the field: train regional AEs on package strategy and negotiation sequencing
• Engage customers directly: contribute commercial and pricing depth in discussions with senior stakeholders
• Adhere to the deal playbook: ensure compliance, controls, and system requirements are followed
• Operate AI-native by default: leverage AI for modeling, redline triage, and benchmarking
• Build the repeatable playbook: feed insights back into qualification, structuring patterns, and lifecycle artifacts
• Communicate to executives: prepare memos and updates linking deal status to risks and decisions
• Operate with ambiguity: manage precedent-setting deals where standards are still evolving
• Maintain alignment with regional commercial norms and regulatory constraints
• Collaboration with central Strategic Engagements team and regional leadership to accelerate closures

Key requirements

• 10+ years in strategic finance, deal desk, pricing, or equivalent commercial roles with a record of structuring international deals at scale
• Proven experience structuring large enterprise deals across multiple international markets (multi-year capacity, usage, hybrids, multi-currency, multi-product) with deals >$75M TCV
• High agency and ability to execute end-to-end across time zones with minimal supervision
• Deep regional commercial fluency including pricing dynamics, revenue recognition, sovereignty constraints, and enterprise software norms
• Strong financial modeling skills including deal economics, scenario and sensitivity analyses, and concession ledgers
• Solid understanding of cloud/SaaS pricing, billing, metering, revenue recognition, and post-signature operations
• Customer-facing presence engaging senior stakeholders (CFO/COO/CIO/CPO) in-region
• Effective communicator capable of translating complex structures into executive narratives and driving alignment
• AI-native disposition and comfort using AI-assisted workflows for deal modeling and drafting
• Comfort with ambiguity and willingness to work on precedent-setting deals
• Bachelor’s degree in Finance, Economics, CS, Engineering, or related discipline; MBA or advanced degree preferred
• Preferred: existing relationships with regional Deal Desk, Legal, Revenue Accounting; familiarity with IFRS 15 and ASC 606; SQL or data familiarity

• strong communication
• analytical thinking
• cross-functional collaboration
• financial modeling
• deal economics
• pricing strategy

…