Sr. Manager, Mid-Market Sales

About Anaconda

Be at the center of AI

Anaconda is built to advance AI with open source at scale, giving builders and organizations the confidence to increase productivity, and save time, spend and risk associated with open source. 95% of the Fortune 500 including Panasonic, AmTrust, Booz Allen Hamilton and over 50 million users rely on the value The Anaconda AI Platform delivers through a centralized approach to sourcing, securing, building, and deploying AI. With 21 billion downloads and growing, Anaconda has established itself as the gold standard for Python, data science, and AI and the enterprise-ready solution of choice for AI innovation. Anaconda is backed by world-class investors including Insight Partners. Learn more at https://www.anaconda.com.

Summary:

We're looking for a technically credible sales leader to guide our Mid-Market Sales team. Our team helps technical organizations unlock innovation by connecting them with the right AI and data science tools at the right time. We build trusted partnerships with engineering and data science teams, translating their technical needs into business value while partnering transparently with customer success, product, and engineering to drive adoption and growth.

As Senior Manager of Mid-Market Sales, you'll lead a team of Account Executives selling to developers and data scientists at fast-growing companies. You'll shape how we engage technical buyers, combining value-based selling with deep technical fluency to help customers solve real problems with Python, data science, and AI.

What You'll Do:

• Build and lead a team of Account Executives who sell into technical audiences, coaching them on value-based selling approaches that connect Anaconda's capabilities to measurable business outcomes
• Develop sales strategies that resonate with engineering and data science buyers by asking layered questions to uncover needs, validate priorities, and position solutions through ROI-driven business cases
• Partner with product, customer success, and engineering teams to ensure customer feedback shapes our roadmap and that technical solutions are implemented successfully
• Drive pipeline development for mid-market accounts with long sales cycles, managing complex, multi-stakeholder engagements across technical and business decision-makers
• Create sales processes and coaching frameworks rooted in MEDDPICC or Challenger methodologies that help the team build technical credibility with developers
• Collaborate with marketing and partnerships to develop strategies that reach technical audiences where they are, including developer communities and open-source ecosystems
• Own revenue forecasting and pipeline visibility, tracking team performance against targets and providing transparent reporting to leadership
• Guide the team through complex pricing negotiations and deal structures, balancing customer value with business objectives

What You Need:

• 6+ years of progressive sales experience, including 3+ years in enterprise software sales or technical sales leadership roles
• Demonstrated experience selling technical solutions (data science, machine learning, AI, developer tools, governance/security platforms, or cloud infrastructure) to engineering, security, or data science audiences
• Experience leading sales teams that sell to leaders in Platform Engineering, CISO organizations, Data Science, and AI/ML Ops
• Track record of consistently achieving or exceeding multi-million dollar sales quotas
• Proficiency with enterprise sales methodologies such as MEDDPICC or Challenger, particularly in navigating technical sales cycles
• Experience coaching sellers on value-based selling approaches that connect technical capabilities to business impact, including security and governance outcomes
• Working knowledge of B2B SaaS, open-source business models, or product-led growth motions
• Demonstrated ability to build trust with technical and security buyers by understanding SDLC concepts, AI development workflows, data governance, or security/compliance requirements
• Evidence of building or leading high-performing sales teams in technical environments
• You embody our values of Clarity, Care and Candor
• You care deeply about fostering an environment where people of all backgrounds and experiences can flourish

What Will Make You Stand Out:

• Experience selling into platform engineering, security/compliance, data science, AI/ML Ops, or DevSecOps teams at mid-market or enterprise companies
• Proven track record of building technical credibility with developers and security leaders without needing to code or implement solutions yourself
• Background with early-stage (Seed-Series C) startups or companies transitioning from open source to commercial models
• History of consistently achieving 90%+ of quota over 2+ years in technical sales roles
• Experience training in value selling, specifically connecting technical features to time-to-market advantages, risk reduction, cost savings, or productivity gains
• Deep understanding of how technical and security buyers evaluate tools: they test, ask peers, review security/compliance documentation, and look for evidence before committing
• Track record of "land and expand" strategies with technical accounts, building long-term relationships rather than transactional deals
• Experience navigating sales cycles where product-led growth or freemium models create inbound interest that needs qualification and expansion
• Understanding of governance challenges in AI/ML development, including package security, software supply chain, and compliance requirements
• You embody our values: "Curious by Default", "Build Together", "Own It", and "Lead with Guts and Heart", and our behaviors: Clarity, Care and Candor
• You care deeply about fostering an environment where people of all backgrounds and experiences can flourish

Why You'll Like Working Here:

• You'll thrive in a high-performance environment where results are recognized and rewarded
• Your work directly contributes to shaping the future of data science, machine learning, and AI in the enterprise.
• You'll work alongside a collaborative team that values diverse, thoughtful discussion, clarity and candor.
• You'll be supported by a culture that puts employees first - with flexible hours, a fully remote setup, and a genuine commitment to your wellbeing and growth.

The application deadline for this role is 03/07/2026;applicants will be reviewed on an ongoing basis until the role is filled.

The US base salary range for this role is $118,500-$170,500+commission + equity + benefits. Our salary ranges are determined by role, level, and location. The range displayed in each job posting reflects the minimum and maximum target salaries for the position across all US locations.

Within the range, individual compensation is determined by various factors, including work location, job-related skills, experience, and relevant education or training. Your recruiter will provide more specific details on the salary range for your preferred location during the hiring process.

In addition to base salary, we offer a comprehensive benefits package that includes:

• Flexible Vacation Policy
• Medical, Dental, and Vision Insurance
• Short Term and Long Term Disability
• Paid Parental Leave
• Monthly Wellness Stipend
• Employee Assistance Program and Mental Health Resources

An Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.

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Anaconda is an EEO/AA employer M/F/V/D.