Director Enterprise Sales- West

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.

We're looking for a strategic and builder-minded Director of Enterprise Sales - West to lead our enterprise sales organization across the Western United States. The Revenue team at Anaconda drives growth by connecting organizations with the transformative power of open-source AI and data science. We partner with technical leaders to solve complex challenges and accelerate innovation through our platform.

As Director of Enterprise Sales - West, you'll lead and scale a team of Account Executives focused on selling to engineering and technical audiences. You'll build a high-performing culture centered on technical credibility, consultative selling, and long-term partnership. Working closely with Customer Success, Marketing, and Product, you'll define go-to-market strategies that drive revenue growth while advancing our mission to democratize data science.

• 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

• 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

• 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

• 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 03/21/2026; applicants will be reviewed on an ongoing basis until the role is filled.

The US base salary range for this role is $$144,500- $208,500 + 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.

Our salary ranges are determined by role, level, and location. 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.