Vice President, Sales

Vice President, Sales EMEA

At Yugabyte, we are on a mission to become the default transactional database for enterprises building cloud-native applications. YugabyteDB is our PostgreSQL-compatible distributed database for cloud-native apps. Resilient, scalable, and flexible, it runs on any cloud and enables developers to become instantly productive using well-known APIs. We are looking for talented and driven people to join us on our ambitious mission and help us build a lasting and impactful company. The transactional database market is estimated to grow to $64B by 2025. YugabyteDB is cloud-native by design, has on-demand horizontal scalability, and supports geographical distribution of data using built-in replication. This means that we are well-positioned to meet market demand for geo-distributed, high-scale, high-performance workloads. Join the Database Revolution at Yugabyte. Modern applications need a cloud-native database that eliminates tradeoffs and silos. YugabyteDB retains the power and familiarity of PostgreSQL by pairing its trusted API with a precision-engineered, distributed, cloud-native architecture. Even better, it's 100% open source. Many of the world's leading enterprises are migrating from legacy RDBMSs (like Oracle, SQL Server, and DB2) to YugabyteDB, to meet their mission-critical app demands.

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.

We feel strongly about equal pay for equal work, and transparency in compensation is one way to help achieve that. The cash compensation for this role is market competitive, with a base £125,000 pounds and variable of £125,000 pounds, inclusive of variable/incentive for some roles. As well as equity (when applicable), and benefits including health plans, retirement plans, and unlimited paid time off (PTO). The pay range for this position is a general guideline only and not a guarantee of compensation or salary. The actual pay will vary based on factors including experience, qualifications, and skill level.

As an equal opportunity employer, Yugabyte is committed to a diverse workforce. Employment decisions regarding recruitment and selection will be made without discrimination based on race, color, religion, national origin, gender, age, sexual orientation, physical or mental disability, genetic information or characteristic, gender identity and expression, veteran status, or other non-job related characteristics or other prohibited grounds specified in applicable federal, state and local laws.

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