Business Development Lead for Snowflake for Startups

Tiered Prioritization: Develop and maintain a meticulously categorized list of high-priority startups, classifying them into Tier 1, Tier 2, and Tier 3 based on strategic importance, growth potential, and alignment with Snowflake's objectives. - Market Intelligence: Continuously monitor the venture funding landscape and key product trends within the AI startup ecosystem to inform and refine startup prioritization. - Cross-functional Alignment: Collaborate with internal teams (Sales, Marketing, Product, AI Partnerships, Venture) to ensure a unified approach to outreach and engagement with prioritized startups. Driving Growth and Results from Tier 1 and Tier 2 Startups:

Focused Engagement: Allocate time strategically, dedicating approximately 60% of efforts to Tier 1 startups, 20% to Tier 2 startups, and 20% to other high-potential opportunities. - Executive Leadership Introductions: Facilitate introductions between Tier 1 startup founders and Snowflake's Executive Leadership Team (ELT) to foster deeper relationships and demonstrate Snowflake's commitment. - GTM Support: Provide comprehensive go-to-market (GTM) support, leveraging Snowflake's enterprise customer base to create a prize target for AI startups' GTM efforts. - Product-Led Growth (PLG) Motion: Support the PLG motion by promoting Cortex REST APIs to attract "off Snowflake" startups and create a path for them to move additional data and workloads onto Snowflake. - Partnership Development: Work to transform relationships with Foundation Model (FM) providers from transactional sales channels into genuine product partnerships, ensuring that FM partners recognize the value of AI startups consuming tokens via Cortex. - Field Enablement: Collaborate with sales and solutions engineering teams to ensure they are trained on how to effectively sell FM access and token capacity, addressing unique sales cycles and consumption models preferred by startups. Measuring and Reporting on Growth and Effectiveness:

Objectives and Key Results (OKRs): Define, track, and report on critical metrics to measure the effectiveness of engagement with Tier 1 and Tier 2 partners. These OKRs will include:

New Startups’ spending on Snowflake (over $5K ARR)

Capacity commits

Growth in fundraising

Percentage of newly funded, Tier 0/Tier 1 backed startups on Snowflake

Percentage of startups in a specific venture fund or accelerator cohort on Snowflake

Regular Reporting: Provide regular and insightful reports to management on the progress and impact of startup engagements, highlighting successes, challenges, and areas for improvement. - Cross-functional Collaboration: Work with Finance and Sales Operations to ensure accurate tracking of inference deals and to align on commission structures for expanded Snowflake services. Qualifications:

Proven experience in business development, partnerships, or a similar role within the AI/ML or cloud technology sector, with a focus on startups. - Deep understanding of the AI startup ecosystem, venture funding trends, and key product trends. - Strong network within the startup and venture capital communities. - Excellent communication, presentation, and interpersonal skills. - Ability to work strategically and tactically in a fast-paced, evolving environment. - Demonstrated ability to drive measurable results and influence cross-functional teams. 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.