Director of Pricing Strategy and Operations

Job Description

About Snowflake Snowflake is growing fast and we’re scaling our team to help enable and accelerate our growth. We’re passionate about our people, our customers, our values and our culture! We’re also looking for people with a growth mindset and the pragmatic insight to solve for today while building for the future. And as a Snowflake employee, you will be accountable for supporting and enabling diversity and belonging. Snowflake started with a clear vision: make modern data warehousing effective, affordable, and accessible to all data users. Because traditional on-premises and cloud solutions struggle with this, Snowflake developed an innovative product with a new built-for-the-cloud architecture that combines the power of data warehousing, the flexibility of big data platforms, and the elasticity of the cloud at a fraction of the cost of traditional solutions. What Snowflake has: An awesome sales team, an incredible growth trajectory and a product that everyone needs. Our Sales Strategy and Business Operations team have a solid understanding of the business processes we need to be successful today, but the understanding that hypergrowth requires continuous innovation to support and accommodate new go-to-market strategies.

The Sales Strategy and Business Operations Team at Snowflake is looking for a lead like yourself to drive pricing and packaging strategy, work cross-functionally to accelerate growth, optimize pricing, discounting and packaging, and define and operationalize new business models as we expand our reach, distribution channels, product and service offerings. In this role you will formulate pricing proposals based on financial and competitive analysis, develop them into committed pricing initiatives with cross-functional and leadership support, and implement them into sales and operational processes. You will drive pricing for regional expansion, new products and feature sets, new service offerings, product/service bundling programs, promotions, pricing policies, price realization analytics and deal/discount approval decisions support. Reporting to the Vice President, Sales Strategy and Business Operations and working closely with Finance, Product Management, Product Marketing, Sales Operations and Legal, this is a highly visible role with excellent growth potential.

Responsibilities:

• You will work with product management, product marketing, finance and sales to develop new pricing and licensing strategies that maintain strategic and portfolio coherency
• Design and execute quantitative pricing, sales team and customer research, including win/loss analysis, sales team pricing and discounting behavior and competitive price-performance analysis
• Design pricing programs and discount structure(s) for new or modified business models, product/service packaging, contract structures and channel models
• Perform ongoing price and discount realization analysis; segment by relevant geographic, customer and deal factors to evaluate performance, approval patterns and support new deal review
• Support Snowflake’s geographic expansion roadmap and planning cadence; mature Snowflake’s value, profitability and competitive pricing framework and analytics to inform price setting, implementation and communications
• Support the Product Management, Sales and Services teams as needed on new product, feature and service pricing; market, customer and competitive analysis to support pricing strategy
• Identify new packaging and bundling opportunities to simplify sales motion, increase sales productivity and market penetration
• Define, track and measure pricing KPIs, defining actionable cross-functional decision insights on pricing performance

Experience:

• Minimum 5 years of experience in the enterprise technology industry
• Prior experience in strategic planning, pricing, finance, business analytics and/or product management
• At least 2 years of specific experience with pricing and packaging for software businesses
• Ability to perform advanced statistical analysis, mixed-method data collection and analysis, and apply group-based research methods such as cluster analysis and conjoint studies
• Knowledge of SaaS business models and B2B channel structures
• Experience designing and leading focus group-based research
• Ability to synthesize large data sets and applying analytic frameworks for insights
• Experience working with SQL, relational data and common BI tools
• Advanced knowledge of common statistical packages; R, STATA, SPSS, Pandas
• Demonstrated success in defining pricing policy, designing KPIs and measurement methodologies
• Bachelor degree in business, statistics, economics, or other quantitative disciplines
• MBA degree strongly preferred

Snowflake is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, color, gender identity or expression, marital status, national origin, disability, protected veteran status, race, religion, pregnancy, sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.