Snowflake · 12 hours ago
AI/ML Business Development Lead - Product & GTM
Menlo Park, CA
Full-time
Onsite
Senior Level
$172K/yr - $247K/yr
5+ years expSnowflake is about empowering enterprises to achieve their full potential, and they are seeking a product-focused and customer-obsessed AI/ML Business Development Lead. This role will lead the strategic integration and GTM execution for Snowflake’s core AI/ML and Generative AI product partnerships, driving the adoption of Snowflake Cortex among top AI-native startups.
AnalyticsArtificial Intelligence (AI)Cloud Data ServicesData ManagementEnterprise SoftwareSoftware
Responsibilities
Enable deep Product Partnerships: Serve as the technical expert to drive product partnerships with leading startups, Foundation Model providers (e.g., OpenAI, Anthropic, Meta), and specialized AI companies (e.g., agentic platforms, inference clouds)
Influence Product Roadmap: Provide critical, data-driven feedback from the AI startup ecosystem to Snowflake’s AI Product teams (AI Product Management, AI Engineering, Partner Solutions Engineering), directly influencing the Cortex roadmap priorities for features like inference capability on open-source models (Arctic Inference) and Cortex Rest API functionality
Establish Technical Governance: Ensure partner solutions and integrations adhere to Snowflake’s best practices for data governance, security, and performance optimization, particularly within the Snowflake Data Cloud perimeter
Technical Thought Leadership: Provide technical thought leadership on enterprise AI/ML architecture patterns (MLOps, data lake architectures, real-time inference), serving as the definitive technical advisor for complex customer scenarios leveraging Cortex
Field Enablement: Design and implement the technical portion of the field enablement program, training Startups Sales and Solutions Engineering (SE) teams on how to effectively sell FM access/token capacity and demonstrate Snowflake’s faster, more efficient inference capabilities
Execute Strategic GTM Plan: Drive the execution of the 2025/2026 AI Startups GTM Strategy by prioritizing, onboarding, and deeply engaging with the core ‘top 500’ Tier 0 (T0) and Tier 1 (T1) startups
Transform Partner Relationships: Strategically manage relationships with FM providers to move them beyond transactional sales channels into genuine product partnerships, ensuring shared GTM benefits and credit attribution for their representatives for consumption via Cortex
Drive PLG Motion: Strategically support a Product-Led Growth (PLG) motion by defining the technical value proposition and seamless experience for the Cortex Rest API, aiming to attract and onboard "off Snowflake" startups
Executive-Level Influence: Manage executive-level relationships with partner C-suite leadership and top T0/T1 startup founders, facilitating high-value technical and strategic alignment sessions
Cross-Functional Coordination: Lead a unified, cross-functional "AI Startups Tiger Team" across AI Product, Startups Sales, and Corporate Development to ensure coordinated GTM and ecosystem support
Cortex Rest API Adoption: Achieve measurable growth in API usage and new startup acquisition (Monthly new startups acquisition target, Revenue and token consumption by model provider)
Conversion to Native: Drive the conversion to ‘built as Snowflake native’ from AI native startups as a key measure of product stickiness
Ecosystem Validation: Own the development of Publicly referenceable case studies demonstrating successful AI application builds on Cortex, including those focused on open-source/SLMs and inference capabilities
Market Penetration: Define, track, and report on critical market penetration metrics: Percentage of newly funded startups on Snowflake. Growth of startups in a specific venture fund or accelerator cohort on Snowflake
Qualification
Required
Master's Degree in Computer Science, Machine Learning, Applied AI, or a related quantitative field, or equivalent experience as a cofounder-CTO/CPO
5+ years of experience in product management, strategic partnerships, or business development roles with a strong emphasis on AI/ML or cloud technologies
Advanced technical expertise and proven deep understanding of enterprise AI/ML architecture patterns, including: Foundation Models, Large Language Models (LLMs), and Small Language Models (SLMs)
MLOps, data lake architectures, and real-time inference systems (e.g., vLLM)
Enterprise AI governance frameworks and security standards
Demonstrated ability to drive strategic product-focused outcomes through partnerships and influence cross-functional engineering teams
Exceptional ability to communicate complex technical concepts to both technical audiences (CTO/CDAO) and business leaders
Preferred
Previous experience at major cloud providers (AWS Bedrock, Azure ML, GCP Vertex) or leading foundation model/AI platforms
Technical certifications in cloud provider ML/AI services or solutions architecture
Published thought leadership (whitepapers, blogs, conference presentations) in AI/ML domains
Experience in a role with P&L or significant budget accountability related to technology partnerships
Benefits
Medical, dental, vision, life, and disability insurance
401(k) retirement plan
Flexible spending & health savings account
At least 12 paid holidays
Paid time off
Parental leave
Employee assistance program
Other company benefits
Company
Snowflake
Snowflake is a cloud data platform that provides a data warehouse as a service designed for the cloud.
5001-10000 employees
H1B Sponsorship
Snowflake has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (428)
2024 (281)
2023 (154)
2022 (182)
2021 (113)
2020 (98)
Funding
Current Stage
Public CompanyTotal Funding
$2.03BKey Investors
Sequoia CapitalICONIQ GrowthAltimeter Capital
2022-04-19Post Ipo Equity· $621.46M
2020-09-16IPO
2020-02-07Series G· $479M
Leadership Team
Sridhar Ramaswamy
Chief Executive Officer
Benoit Dageville
Snowflake Co-founder, President of Product
Recent News
Benzinga.com
2026-01-21
Hindu Business Line
2026-01-20
Company data provided by crunchbase