Account Executive – Defence

Overview

As an Account Executive for Snowflake UK Public Sector, you will drive the Defence territory by selling the Snowflake AI Data Cloud to MOD, defence primes, SIs, and allied security bodies. You’ll lead consultative, multi-stakeholder deals that map data and AI capabilities to mission priorities, while navigating secure, sovereign environments. You’ll collaborate with engineers and partners to design compliant architectures and advance mission-critical data programs. This role combines speed, impact, and strategic storytelling to redefine how defence data solutions deliver outcomes.

Responsibilities

• Prospect, win and onboard net-new Defence logos across the UK, engaging MOD commands, defence primes, and strategic SIs
• Lead complex, consultative sales cycles aligning Snowflake AI Data Cloud with mission priorities such as readiness, logistics, intelligence, and command & control
• Position Snowflake Cortex AI, Snowpark, and secure data sharing for sovereign, air-gapped, and high-assurance workloads
• Partner with Solution Engineers to design architectures meeting Defence security, residency, and accreditation requirements
• Navigate UK public sector procurement, including G-Cloud, Digital Outcomes, frameworks and direct-award routes
• Build trusted relationships with mission owners, programme leads, and procurement from technical practitioners to senior leadership
• Collaborate with partners, resellers, and cleared delivery teams to land and expand mission-critical data programmes
• Forecast accurately and manage pipeline through the full sales cycle, from qualification to close and expansion

Key requirements

• 5+ years of enterprise software, SaaS, or data platform sales experience with consistent quota overachievement
• A proven track record selling into UK Defence
• Experience with complex, multi-stakeholder sales cycles and long-horizon programme engagements
• Working knowledge of UK public sector procurement frameworks and secure or classified environments
• Fluency in articulating the value of data, analytics, and AI to mission outcomes
• Strong commercial discipline across territory planning, forecasting, and negotiation
• The ability to hold or obtain UK security clearance (SC or above) as required by the territory

• relationship-building
• stakeholder management
• consultative communication
• Snowflake Cortex AI
• Snowpark
• secure data sharing

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