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AI Summary
Lead the full consultative sales cycle to drive services bookings and revenue targets specifically for Snowflake engagements. Act as a technical navigator and primary liaison between the company and Snowflake to co-develop joint account plans.
Director - Sales (Snowflake)
We are looking for a Director, Snowflake Sales to drive the next phase of our growth. This is a high-impact, quota-carrying role for a seller who possesses the architectural literacy to engage deeply with Snowflake’s technical teams and client stakeholders. You are not just a relationship manager; you are a “technical navigator” who can comfortably discuss Medallion Architecture, data migration, ecosystem partner capabilities, and AI/ML strategy to qualify and advance complex deals.
You are able to act both as a co-prime seller partnering with our industry sales teams as well as a prime seller owning the entire sales lifecycle—from aggressive pipeline development and partnership cultivation to the final negotiation and closure of services engagements. You will be supported by dedicated Pre-Sales Engineers and/or Delivery Architects for deep-dive demos and technical scoping, allowing you to focus on strategic positioning and deal execution.
Responsibilities
You are able to act both as a co-prime seller partnering with our industry sales teams as well as a prime seller owning the entire sales lifecycle—from aggressive pipeline development and partnership cultivation to the final negotiation and closure of services engagements. You will be supported by dedicated Pre-Sales Engineers and/or Delivery Architects for deep-dive demos and technical scoping, allowing you to focus on strategic positioning and deal execution.
Responsibilities
- Full-Cycle Sales Ownership: Lead all phases of the consultative sales cycle, including proactive opportunity identification, qualifying complex requirements, driving proposal development, and managing negotiations through to close.
- Ecosystem Orchestration: Serve as the primary liaison between Coastal and Snowflake, co-developing joint account plans with Snowflake license sellers and their leadership to ensure Coastal is the partner of choice for their deals.
- Strategic Discovery & Qualification: Conduct initial discovery sessions focused on business innovation, identifying high-level technical blockers and mapping them to business outcomes.
- Technical Credibility: Build immediate trust with technical stakeholders by demonstrating a conceptual understanding of data modernization frameworks and Snowflake’s core platform capabilities.
- Resource Management: Orchestrate the transition of qualified opportunities to the Pre-Sales and/or Delivery teams for detailed technical validation, demos, and scoping.
- Target Achievement: Consistently meet or exceed quarterly and annual services bookings and revenue targets.
- Partner and Co-Sell: Collaborate with our industry sellers, enable them to identify Snowflake opportunities and co-sell with them.
Required Skills, Education and Experience
- 6+ years of experience in GTM customer facing roles with a proven record of closing multi-million-dollar deals.
- Architectural Literacy: Strong conceptual (non-hands-on) understanding of Medallion Architecture, Data Lakehouse concepts, and the infrastructure required for AI/ML.
- Snowflake Ecosystem Expertise: Demonstrated success navigating the Snowflake (or similar such as Databricks) sales organization and driving revenue through partner-led opportunities.
- Consultative Closer: Ability to lead a consultative engagement while maintaining a relentless focus on the commercial milestones required to close business.
- Work Authorization: Must have full-time permanent US work authorization.
Additional Requirements
- Professional Services Background: Experience selling / delivering data consulting or digital transformation services rather than just software licenses.
- Salesforce Awareness: Familiarity with the Salesforce ecosystem (Tableau, MuleSoft, Data 360, Informatica) is a plus but not required.
- Strategic Planning: Proven ability to build and execute territory plans in a matrixed environment.
- Entrepreneurial mindset with the ability to balance strategy, execution, customer advocacy and contributing to continual optimization of the GTM strategy.
- Education: Bachelor’s Degree preferred, or equivalent experience
Why Coastal, and what we offer:
- Flexible working hours with an emphasis on a life-work balance (in that order!)
- Remote flexible work; “Live by the beach, work in the Cloud,” plus company office locations in Palm Coast, FL; Atlanta, GA; Tysons, VA & Lexington, KY; travel as required to client locations
- Unlimited Paid Time Off (RTO), 401K with Company Match, and Medical, Vision, & Dental coverage
- Competitive quarterly bonus opportunities
- Continuing education and certification reimbursements, specifically within the Salesforce and Snowflake ecosystems; plus occasional in-house competitions with spot bonuses
- A flexible and fun team culture! We value transparency, support, flexibility, growth, teamwork, fun, and so much more
- Frequent team and culture activities, virtual & in-person, including Lunch and Learns, Happy Hours, team-building events
- Monthly All-Hands calls to bring the company together, and an open-door leadership policy with access to mentorship and guidance
- Opportunities for accelerated growth, networking, and career guidance and support
- Trust, transparency and respect across all levels of the company
Coastal provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.
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