Director, Commercial Sales

Astronomer•New York, NY

5d•Hybrid

About The Position

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. About this role: We are hiring a Commercial Sales Director based out of our New York office to lead our Commercial AE team. This is a first-line leadership role where you’ll guide a team of talented sellers through complex, multi-stakeholder platform deals with Commercial accounts. The role is critical to Astronomer’s next stage of growth, shaping territory strategy, strengthening team performance, and turning our product strength into repeatable, high-quality revenue. You’ll be hands-on as a coach and builder: recruiting and mentoring AEs, developing rising talent, and creating a culture where collaboration, resilience, and execution go hand in hand. The ideal candidate has led this level of sellers in recent years, with experience in high-growth environments and the confidence to navigate multi-threaded, complex evaluations.

Requirements

2+ years leading first-line AE teams with consistent quota attainment.
Mastery of enterprise methodologies such as MEDDIC, Command of the Message, or similar.
A builder mindset, with experience thriving in high-growth and smaller company settings, not only large incumbents.
Proven track record of building ecosystems with VARs, and an understanding of how to blend commercial business with an ecosystem team.
Strength in executive storytelling, platform selling, and orchestrating technical + business stakeholders.
A coaching-first leadership style, with a track record of helping sellers grow through feedback, mentorship, and clear standards.
A data-driven approach to pipeline management and forecasting, with rigor around hygiene, coverage, and stage progression.
Strong judgment on talent and culture fit, consistently raising the bar while supporting team stability.

Nice To Haves

Experience selling complex platforms in data, DevOps, infra, or adjacent enterprise SaaS categories.
A mix of startup or scaleup and larger-company experience, with small-org exposure in the last two roles.
A track record of hiring and onboarding diverse sellers, fostering inclusion, and building a performance-driven, supportive culture.

Responsibilities

Lead, coach, and develop a high-performing team of Commercial AEs.
Shape go-to-market strategy: territory planning, outbound and ABM campaigns, multi-threaded exec alignment, value articulation, and close plans.
Run a disciplined operating rhythm: 1:1s, pipeline reviews, forecast calls, quarterly business reviews, and consistent coaching moments.
Design and execute winning strategies for complex platform sales, aligning SE, Product, and Partnerships to accelerate deals.
Hire top talent, keep a strong bench in play, and partner with Recruiting to build a diverse, inclusive, and high-performing team.
Drive pipeline standards and forecast accuracy, ensuring coverage, velocity, and reliable outcomes.
Collaborate with Marketing on targeted programs and with Customer Succes on expansion strategies to grow NRR and land-and-expand impact.