About the role
Astronomer empowers data teams to bring mission-critical software, analytics, and AI to life and is the company behind Astro, the industry-leading unified DataOps platform powered by Apache Airflow®. Astro accelerates building reliable data products that unlock insights, unleash AI value, and powers data-driven applications. Trusted by more than 800 of the world's leading enterprises, Astronomer lets businesses do more with their data. To learn more, visit www.astronomer.io . About this role: 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. What You’ll Do: Revenue Leadership • 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. Operational Excellence • 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. Required Experience: • 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. Preferred
