ResponsibilitiesThe Business Development Lead for Snowflake for Startups will be a pivotal member of a small, agile, and global team. This role acts as a coordination overlay across Sales, Marketing, and Solutions Engineering (SE) teams, with the primary goal of targeting and winning workloads from top AI startupsNetwork and Personal Introductions: Leverage existing networks and cultivate new relationships to secure introductions to founders of AI-native startupsEvents and Networking: Actively participate in industry events, conferences, and networking opportunities to identify and engage with promising startupsEvent Sponsorship: Identify and recommend key events for sponsorship to enhance Snowflake’s visibility and generate leads within the AI startup communityContent Production: Contribute to the creation and dissemination of valuable content, such as workshops and PR initiatives, to attract and inform AI startups about Snowflake’s offeringsTiered 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 objectivesMarket Intelligence: Continuously monitor the venture funding landscape and key product trends within the AI startup ecosystem to inform and refine startup prioritizationCross-functional Alignment: Collaborate with internal teams (Sales, Marketing, Product, AI Partnerships, Venture) to ensure a unified approach to outreach and engagement with prioritized startupsFocused Engagement: Allocate time strategically, dedicating approximately 60% of efforts to Tier 1 startups, 20% to Tier 2 startups, and 20% to other high-potential opportunitiesExecutive Leadership Introductions: Facilitate introductions between Tier 1 startup founders and Snowflake’s Executive Leadership Team (ELT) to foster deeper relationships and demonstrate Snowflake’s commitmentGTM Support: Provide comprehensive go-to-market (GTM) support, leveraging Snowflake’s enterprise customer base to create a prize target for AI startups’ GTM effortsProduct-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 SnowflakePartnership 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 CortexField 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 startupsObjectives 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 commitsGrowth in fundraisingPercentage of newly funded, Tier 0/Tier 1 backed startups on SnowflakePercentage of startups in a specific venture fund or accelerator cohort on SnowflakeRegular Reporting: Provide regular and insightful reports to management on the progress and impact of startup engagements, highlighting successes, challenges, and areas for improvementCross-functional Collaboration: Work with Finance and Sales Operations to ensure accurate tracking of inference deals and to align on commission structures for expanded Snowflake servicesBenefitsComprehensive health insurance plansHealth savings accountsRobust retirement plansLife and disability insuranceWeekly online lunch and learnsVirtual workout classesErgonomic work-from-home equipmentOn-demand mental health and wellness programsFertility benefits and family planning resourcesGenerous time‑off and various leave plansOnsite and Remote WorkEmployee discounts and pre‑tax selectionsNew hire equity + Employee Stock Purchase Plan (ESPP)Quarterly bonus or commission programQualificationsThe successful candidate will be a strategic thinker with a passion for the AI/ML ecosystem, dedicated to identifying and nurturing high‑potential AI‑native startups and ensuring their growth with Snowflake. This role requires a proactive approach to engagement, a keen ability to prioritize, and a commitment to measurable results.Excellent communication, presentation, and interpersonal skillsDemonstrated ability to drive measurable results and influence cross‑functional teamsStrong network within the startup and venture capital communitiesAbility to work strategically and tactically in a fast‑paced, evolving environmentProven experience in business development, partnerships, or a similar role within the AI/ML or cloud technology sector, with a focus on startupsDeep understanding of the AI startup ecosystem, venture funding trends, and key product trends#J-18808-Ljbffr