Senior Manager, Sales Development

At Snowflake, we are powering the era of the agentic enterprise. To usher in this new era, we seek AI-native thinkers across every function who are energized by the opportunity to reinvent how they work. You don’t just use tools; you possess an innate curiosity, treating AI as a high-trust collaborator that is core to how you solve problems and accelerate your impact. We look for low-ego individuals who thrive in dynamic and fast-moving environments and move with an experimental mindset — who rapidly test emerging capabilities to discover simpler, more powerful ways to deliver results. At Snowflake, your role isn't just to execute a function, but to help redefine the future of how work gets done.

About the role

Snowflake is hiring a Senior Manager to lead the ANZ Sales Development and Inside Sales Representative function. This is a strategic leadership role at the intersection of top-of-funnel pipeline generation and early-stage deal development.

You will lead a team of four SDRs and four ISRs in ANZ. The ISR population is part of Snowflake’s APJ pilot, transitioning selected SDR talent into opportunity-owning roles that carry pipeline through to negotiation.

This is not a traditional operational SDR management role. We are looking for a leader who can shape pipeline strategy, coach across both SDR and ISR motions, and operate credibly with a senior ANZ sales leadership group.

What you will do

• Lead and develop a high-performing SDR and ISR team across ANZ.

• Build and execute pipeline generation strategies that drive meeting volume, opportunity creation, and contribution to closed won revenue.

• Partner closely with senior ANZ field sales leaders to align SDR/ISR activity with account coverage and sales priorities.

• Own and help scale the ISR pilot, coaching reps as they transition from SDR work into opportunity-stage management and negotiation support.

• Use data and performance metrics to improve pipeline contribution, opportunity progression, and overall team effectiveness.

• Collaborate with Ailie Patten to evolve the ANZ SDR/ISR function as headcount grows and the pilot matures.

• Contribute to broader APJ SDR/ISR strategy and share best practices across the region.

What you will bring

• 5+ years of experience in sales development or inside sales leadership within a technology company.

• A track record of building and executing outbound pipeline generation strategy, not just managing activity or inbound flow.

• Experience working in or alongside enterprise field sales teams in ANZ or the broader APAC market.

• Strong coaching capability across early-career SDR talent and inside sellers managing opportunities through to close.

• Confidence operating with senior stakeholders and influencing the ANZ business credibly.

• A genuine long-term commitment to SDR and ISR leadership as a discipline, not a stepping stone into a quota-carrying field sales role.

• Familiarity with enterprise pipeline metrics including pipeline contribution, closed won rates by segment, and opportunity stage management.

Nice to have

• Experience managing a combined SDR and ISR function.

• A field sales background that strengthens credibility in coaching pipeline and opportunity management.

• Exposure to enterprise SaaS, cloud infrastructure, or data platform sales motions.

• Experience scaling a team through a growth phase.

Why Snowflake

The ANZ team has consistently delivered 100% of target with upside to 200–250%. Snowflake is investing in ANZ growth, and this role has the opportunity to shape how the SDR and ISR motion develops as the function expands.

This is a chance to lead a high-performing team, build a more strategic pipeline engine, and help define how Snowflake develops SDR and ISR talent in ANZ and across APJ.

Snowflake is growing fast, and we’re scaling our team to help enable and accelerate our growth. We are looking for people who share our values, challenge ordinary thinking, and push the pace of innovation while building a future for themselves and Snowflake.

How do you want to make your impact?

For jobs located in the United States, please visit the job posting on the Snowflake Careers Site for salary and benefits information: careers.snowflake.com