Anaconda, Inc. · 1 day ago
Director Enterprise Sales- West
United States
Full-time
Remote
Director/Executive
$144K/yr - $208K/yr
10+ years expAnaconda, Inc. is focused on advancing AI with open source at scale. They are seeking a strategic Director of Enterprise Sales - West to lead their enterprise sales organization, driving growth by connecting organizations with the power of open-source AI and data science.
AnalyticsArtificial Intelligence (AI)Big DataCloud InfrastructureEnterprise SoftwareMachine LearningOpen Source
Responsibilities
Lead and develop a team of enterprise Account Executives by coaching on value-based selling, technical discovery, and deal strategy while establishing a culture of accountability and continuous improvement
Drive revenue performance by translating strategic objectives into executable territory plans, managing pipeline health, and removing blockers to help your team close complex, multi-stakeholder deals
Establish sales excellence standards through data-driven decision-making, CRM hygiene, accurate forecasting practices, and rigorous deal reviews that improve win rates
Partner with Marketing, Customer Success, and Product leadership to align on account strategy, refine messaging for technical buyers, and ensure seamless customer journeys from prospect to expansion
Recruit, hire, and onboard top sales talent while building a diverse team that reflects our values and brings complementary strengths to the organization
Shape territory strategy and account segmentation by analyzing market opportunities, competitive dynamics, and customer needs to maximize revenue potential across the Western region
Participate with senior leadership in establishing go-to-market plans and revenue objectives while contributing to organizational policies that impact sales effectiveness
Champion customer advocacy by understanding technical pain points, translating product capabilities into business value, and maintaining strong relationships with key stakeholders
Qualification
Required
10+ years of experience in B2B SaaS sales with consistent track record of exceeding multi-million dollar ARR targets
5+ years of management experience building, coaching, and developing high-performing enterprise sales teams
Demonstrated experience selling technical products to engineering, data science, or developer audiences
Experience with consultative, value-based sales methodologies and managing complex sales cycles with multiple stakeholders
Working knowledge of sales technologies including CRM systems (Salesforce or similar), sales engagement platforms, and forecasting tools
Track record of recruiting, hiring, and retaining top sales talent while building inclusive, diverse teams
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 working in a fast-paced startup environment where you've scaled revenue operations during periods of rapid growth
Experience working in an open-source, AI, or data science-oriented company
Understanding of MEDDPICC, Challenger, or Force Management sales frameworks applied at scale
Background in early-stage startups (Seed-Series C) selling to technical audiences with experience navigating both product-market fit and scale phases
Consistent quota achievement above 90%+ across multiple years demonstrating resilience through different market conditions
Experience building technical credibility with developers through demonstrations, technical discovery, or understanding of SDLC and AI development workflows
Track record of strategic deal orchestration involving C-suite engagement, complex procurement processes, and multi-year enterprise agreements
History of driving land-and-expand motions that grow account value over time through adoption, usage, and expansion
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
Experience working in a fast-paced startup environment
Experience working in an open-source, AI, or data science-oriented company
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
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