Vice President of GTM EMEA, Astronomer

• Extensive experience of B2B software sales experience at a high-growth SaaS or infrastructure company
• Proven track record of building and scaling sales teams in a VP-level or equivalent sales leadership roles that consistently exceed quota in competitive, technical enterprise markets
• Experience selling to data engineering, data platform, DevOps, or infrastructure personas at high-growth companies
• Demonstrated ability to run an enterprise sales motion with average deal sizes of $250K+ ACV and multi-stakeholder, multi-quarter sales cycles
• Strong operational discipline: expert at Salesforce CRM, pipeline management, forecasting, and data-driven decision-making
• Track record of building and scaling AE and Sales Engineering functions in a high growth environment
• A natural people leader who earns trust, builds high-trust teams, and leads by example in the field
• Commercially sophisticated: sharp at deal strategy, negotiation, and business case development at the C-suite level
• GM Mindset - Highly collaborative partner to Product, Marketing, and Customer Success — not a siloed “sales-only” thinker
• Data-driven with strong analytical instincts; comfortable translating pipeline data into strategic and tactical recommendations
• Comfortable operating in ambiguity and driving clarity in a fast-moving, high-growth environment

Desirable

• We are looking for an exceptional Vice President of EMEA to lead and scale our go-to-market revenue engine
• This is a pivotal leadership role for a builder who thrives at the intersection of enterprise sales, technical product value, and high-growth execution
• You will own the full sales motion — direct Enterprise and Commercial — and be responsible for driving Astronomer from its current trajectory in the region to the next stage of growth
• The right leader for this role understands how to sell a developer-centric, technical platform into complex Enterprise environments
• You know how to build and coach a high-performance sales organization, develop repeatable playbooks, and work closely with Marketing, Field Engineering and Product to drive durable revenue growth
• Own and deliver the annual recurring revenue (ARR) target, managing a quarterly and annual sales plan with full pipeline visibility across enterprise and commercial segments
• Define and execute a multi-segment sales strategy — enterprise, mid-market, and channel/partner — that maximizes Astronomer’s market penetration across verticals
• Set aggressive but achievable bookings targets and hold the team accountable with clear metrics, forecasting rigor, and disciplined pipeline management
• Recruit, develop, and retain a world-class sales team spanning Account Executives, Sales Development Representatives, Sales Engineers, and regional sales leadership
• Establish a culture of performance, learning, and accountability — where reps are consistently coached and developed, and where top performers are recognized and rewarded
• Build and develop a management layer capable of leading geographically distributed teams across EMEA
• Collaborate with Marketing on demand generation strategy, ensuring that pipeline coverage ratios are consistently met and that ABM efforts align to the enterprise target account list
• Develop and scale a channel and technology partner ecosystem to extend Astronomer’s reach through GSI relationships
• Implement best-in-class CRM hygiene, forecasting processes, and sales operations workflows in Salesforce to give leadership real-time visibility into revenue performance
• Define the key metrics and leading indicators that predict revenue outcomes, and report weekly and monthly to executive leadership and the board
• Evaluate and optimize the sales tech stack, including outbound tooling, intent data, and conversational intelligence platforms