Anaconda, Inc. · 12 hours ago
Sr. Manager, Mid-Market Sales
United States
Full-time
Remote
Mid, Senior Level
$118K/yr - $170K/yr
6+ years expAnaconda, Inc. is a leading company in advancing AI with open source at scale. They are seeking a Senior Manager of Mid-Market Sales to lead a team of Account Executives and drive sales strategies that connect technical solutions to business value for engineering and data science teams.
AnalyticsArtificial Intelligence (AI)Big DataCloud InfrastructureEnterprise SoftwareMachine LearningOpen Source
Responsibilities
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
Qualification
Required
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
Preferred
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
Benefits
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
Company
Anaconda, Inc.
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.
201-500 employees
H1B Sponsorship
Anaconda, Inc. has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (1)
2024 (3)
2023 (2)
2022 (4)
2021 (1)
Funding
Current Stage
Growth StageTotal Funding
$233MKey Investors
Insight PartnersSnowflake VenturesCiti Ventures
2025-07-31Series C· $150M
2021-09-21Series Unknown
2021-04-13Series B· $38.5M
Leadership Team
David DeSanto
Chief Executive Officer
Peter Wang
Chief AI & Innovation Officer, Co-Founder
Recent News
Company data provided by crunchbase