Account Executive - Defence

GB-London · 5+ years experience · Full-time · Posted Oct 5, 2026

At a glance

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

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