Account Executive - Defence

The role

You will own the Defence territory by selling the Snowflake AI Data Cloud to the Ministry of Defence, defence primes, system integrators, and allied national security organisations. You will run complex sales cycles and partner with Solution Engineers to design architectures for secure and sovereign environments.

What you will do

• Prospect, win, and onboard net-new Defence logos across the UK
• Run complex, consultative sales cycles aligning Snowflake AI Data Cloud to mission priorities
• 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, and framework and direct-award routes
• Build trusted relationships with mission owners, programme leads, and procurement
• Collaborate with partners, resellers, and cleared delivery teams
• Forecast accurately and manage pipeline through the full sales cycle

Required qualifications

• 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 the realities of 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

Nice to have

• Experience selling cloud data platforms, data warehousing, or AI and machine learning solutions
• An existing network across MOD, defence primes, or allied agencies
• Familiarity with secure data sharing, data sovereignty, and high-assurance deployment patterns
• Experience working alongside system integrators and cleared delivery partners

About the company

Snowflake is empowering enterprises to achieve their full potential. The culture is focused on impact, innovation, and collaboration.