Vice President, GTM EMEA

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 Qualifications:
• Experience selling into the modern data stack ecosystem (Airflow, dbt, Snowflake, Databricks, Kafka, or similar).
• Familiarity with open-source-led or product-led growth (PLG) sales motions — understanding how to convert community users into enterprise buyers.
• Experience building or expanding a cloud marketplace and channel partner program.
• Prior experience scaling revenue from $30M to $300M+ ARR at a developer-focused infrastructure or data platform company.
• International sales leadership experience - opening new countries and building markets.

Leadership Attributes:
• 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.

At Astronomer, we value diversity. We are an equal opportunity employer: we do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.