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 http://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.