Director, Commercial Sales

📋 Description

• • Lead, coach, and develop a high-performing team of Commercial Account Executives (AEs) focused on platform sales to enterprise Commercial accounts.
• • Shape and execute go-to-market strategy including territory planning, outbound campaigns, account-based marketing (ABM), multi-threaded executive alignment, value articulation, and close plans.
• • Maintain a disciplined operating rhythm through regular 1:1s, pipeline reviews, forecast calls, and quarterly business reviews with direct reports.
• • Design and drive winning strategies for complex, multi-stakeholder platform deals by aligning Sales Engineers, Product, and Partnerships teams to accelerate deal velocity.
• • Recruit, hire, and onboard top-tier Commercial AEs while partnering with Recruiting to build a diverse, inclusive, and high-performing sales team.
• • Maintain strong talent bench strength and continuously develop rising sellers through mentorship, feedback, and clear performance standards.
• • Enforce pipeline standards and forecast accuracy with rigor around coverage, velocity, and stage progression to ensure reliable revenue outcomes.
• • Collaborate closely with Marketing to design and implement targeted sales enablement programs that drive pipeline generation.
• • Partner with Customer Success to execute land-and-expand strategies that increase Net Revenue Retention (NRR) and maximize customer lifetime value.
• • Apply enterprise sales methodologies such as MEDDIC or Command of the Message to structure complex sales cycles and guide team execution.
• • Demonstrate strength in executive storytelling and platform selling, effectively engaging both business and technical stakeholders across customer organizations.
• • Foster a culture of collaboration, resilience, and execution by setting high performance standards while supporting team stability and growth.
• • Maintain a data-driven approach to all sales activities, using metrics and hygiene practices to optimize forecasting and pipeline health.
• • Leverage experience in building and managing ecosystems with Value-Added Resellers (VARs) to enhance commercial reach and deal velocity.
• • Balance hands-on selling leadership with strategic team development, ensuring both individual and team quota attainment remain consistent.
• • Navigate high-growth environments with agility, adapting processes and strategies to scale Commercial sales operations effectively.
• • Apply judgment in talent decisions, consistently raising the bar on performance and culture fit while maintaining team cohesion and morale.
• • Ensure alignment between sales objectives and product strengths to translate platform capabilities into repeatable, high-quality revenue streams.
• • Drive adoption of best practices in sales operations, including CRM hygiene, pipeline discipline, and stage gating to improve predictability and outcomes.
• • Represent Astronomer in cross-functional forums to align Commercial Sales strategy with broader company growth initiatives.
• • Maintain deep understanding of the DataOps, DevOps, and enterprise SaaS market landscape to effectively position Astro as the industry-leading platform powered by Apache Airflow®.