Vice President, Sales

Vice President, Sales EMEA 

About YugabyteDB 

Yugabyte is the company behind YugabyteDB, the open source, distributed SQL database for mission-critical, cloud-native applications. With adoption from global enterprises in financial services, e-commerce, betting and gaming, and telecommunications, YugabyteDB is enabling the transformation of mission-critical database workloads. Backed by leading investors, we are a Series C company entering the next stage of hypergrowth and expanding our footprint across EMEA. 

Role Overview 

The Vice President, Sales, EMEA is responsible for leading and scaling Yugabyte’s go-to-market activities across Europe, the Middle East, and Africa. This role is pivotal in expanding the adoption of YugabyteDB within commercial, enterprise and strategic accounts, building trusted customer relationships, and driving predictable revenue growth across the region. 

The ideal candidate combines strategic vision with meticulous attention to detail, operational excellence, and a proven ability to lead from the front—actively engaging with customers, partners, and the sales team. A strong foundation in Challenger Sales and MEDDIC methodologies is essential, along with the ability to coach and mentor account executives to enhance the overall team’s effectiveness. 

Key Responsibilities 

• Define and execute Yugabyte’s EMEA growth strategy, including enterprise sales, partner ecosystem development, and regional go-to-market execution. 
• Lead a high-performing EMEA sales and field operations team. 
• Lead from the front by directly engaging with strategic accounts, exemplifying best practices, and articulating YugabyteDB’s value in complex enterprise sales cycles. 
• Coach and mentor account executives, embedding Challenger Sales and MEDDIC to enhance deal qualification, pipeline management, and execution discipline.
• Own pipeline development and health—ensuring consistent demand generation, disciplined qualification, and effective coverage to achieve predictable revenue growth. 
• Drive the effectiveness of the value-based message, ensuring the sales team consistently articulates the unique business impact of YugabyteDB to diverse enterprise stakeholders. 
• Build trusted C-level relationships with enterprise customers, positioning YugabyteDB as the distributed SQL platform of choice for mission-critical, cloud-native applications. 
• Collaborate with Marketing, Product, Customer Success, and Engineering to tailor messaging and offerings for the EMEA market and ensure customer success outcomes. 
• Own EMEA revenue targets, forecasting accuracy, and pipeline health. 

Skills & Experience Required 

• Proven enterprise sales leadership in a VP or senior sales role at a high-growth database, cloud, or infrastructure technology company. 
• Track record of scaling enterprise sales teams that consistently exceed targets in complex, high-value sales cycles. 
• Deep experience with Challenger Sales and MEDDIC, with direct experience coaching and embedding these methodologies in regional teams. 
• Strong leadership through coaching—proven ability to mentor, motivate, and develop sales talent, enhancing team performance and effectiveness. 
• Hands-on, lead-from-the-front approach, with the ability to balance strategic vision and operational execution. 
• Expertise in pipeline development and management, including demand generation, coverage planning, and qualification rigour. 
• Skilled at shaping and delivering value-based messaging that resonates with technical and business stakeholders at the enterprise level. 
• Attention to detail and operational rigour—able to build scalable processes while maintaining agility in a startup environment.
• Excellent communication and influencing skills, able to inspire teams and build trusted relationships with senior executives. 
• Data-driven mindset, with fluency in pipeline analytics, forecasting, and key SaaS/ARR metrics. 
• Prior experience selling distributed databases, cloud infrastructure, or mission-critical enterprise software is highly desirable.

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