Snowflake Inc. Citi’s 2026 Global TMT Conference

Yeah, absolutely. First and foremost, thanks for having us here today, and thanks for everyone coming to see us. My two primary goals when I came into the company was really twofold. One, focus on growth and margin expansion. Two, focus on the go-to-market execution. In my career, I have spent most of my time with the CROs of the companies, and have really focused on that go-to-market function. I am happy to say both of those have really played out throughout the year. On the growth and margin expansion, really happy with the guidance that we gave, the quarter that we delivered, even the previous quarter, and we are doing that with increased operating leverage in the model. Excited to see that. Sridhar and I are very well-aligned there, and the whole executive team is, and so you are starting to see the investments that we made pay off in the go-to-market, and also on the growth side.

On the go-to-market side, Jonathan is our new CRO. He is doing an awesome job. He has been with the company for over 10 years. Really highly regarded, and it has been awesome to work with him, because he grew up with Snowflake, basically, and knows the product really well. He is really pushing the discipline and changing the way the sales force is selling into our customers. Historically, when I got at the company, it was really a consultative sales approach, and they would go and sort of talk about what is your problem, how can we help you, and so forth.

Now reps are actually using AI with synthetic data and actually deriving outcomes for the customers. So they are actually showing up with agents and models and so forth that actually help drive that use case and that outcome. Really super happy that those two things have played out and two of my focuses I will continue to focus on.

That is one advantage of being a data company. We actually measure everything within the company.

Yeah. So just to comment on the results, and we will talk about the question, it is awesome to see what the Snowflakes have done and what they have delivered.

A lot of hard work has gone into that throughout the entire employee base. Also really appreciative of our customers. Sridhar and I host an All Hands after every earnings call, and it was one of these things like, "Hey, this is great. Let us celebrate today. But after today, we have to worry about tomorrow and this quarter." So there really is a sense of urgency within the company and a culture around customers first, delivery, product innovation, and so forth. On the second part of the question, remind me, it was about?

Anything that you would flag or just stand out to you as you look at I guess it would be, of course, the metrics are awesome to look at and see what's happening.

One, I guess, would be really the durability of the business itself.

What we're seeing with all the AI initiatives that we have, we talk a lot about Cortex, but there's Snowflake CoWork, there's AI Functions, there's model training, there's AI Gateway. It's the adoption of those and what people are doing with those tools to impact their businesses. The way that all of us are working today will dramatically change in the next year, 2 years, 3 years. Trying to actually embrace that agentic workforce and what that looks like, and to see that in our customers and see how they're doing it, has just been awesome. I guess the other thing that I'd touch on that's really been amazing is when I got to Snowflake about a year ago, I personally did not use Snowflake that much. I took SQL, I think, in college. It was a required class.

I didn't really have the ability to access the data like I have the ability to access the data now. I spend a lot of my time in Snowflake, primarily Cortex, and can access any of the data. Historically, the way I would work is if I would see data, and one of our traits that everyone here in the room has is we can look at reams and reams of data and find one data point that doesn't make sense. Then typically we would go to someone and say, "Can you give me more data on that?" Now you can just talk to basically your computer through Cortex and basically get into the data and understand what's going on. Then it's integrated with our acquisition that we did with Observe connectivity into Gmail, Calendar, Slack, all the other applications I use.

I use that as a harness to work out of. The fact that I am using it so much, and we have implemented so much Snowflake on Snow, I talk to probably 3 to 5 CFOs a week, either existing customers or potential customers, and the sense of urgency around what you can do with your data at different personas has been really amazing.