Account executive in defence

As an Account Executive on our UK Public Sector team, you will own the Defence territory: selling the Snowflake AI Data Cloud to the Ministry of Defence, defence primes, system integrators, and allied national security organisations. This is a mission-driven, field-based role for someone who understands how data transforms Defence outcomes and can navigate the sensitivities of secure and sovereign environments.

• Prospect, win, and onboard net-new Defence logos across the UK, breaking into MOD commands, defence primes, and strategic SIs that are not yet Snowflake customers
• Run complex, consultative sales cycles that align the Snowflake AI Data Cloud to mission priorities such as readiness, logistics, intelligence, and command and control
• Position Snowflake Cortex AI, Snowpark, and secure data sharing for sovereign, air-gapped, and high-assurance workloads
• Partner with Solution Engineers to design architectures that meet 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, from technical practitioners to senior leadership
• Collaborate with partners, resellers, and cleared delivery teams to land and expand mission-critical data programmes
• Forecast accurately and manage pipeline through the full sales cycle, from qualification to close and expansion

• 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
• Будет плюсом: 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

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