astronomer - Vice President, GTM EMEA

Remote - London$250k - $250k2mo ago

Requirements

• 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. • 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.

Responsibilities

• 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.