Director, Enterprise Sales - East (US)

About Anaconda

Be at the center of AI

With more than 47 million users, Anaconda is the most popular operating system for AI providing access to the foundational open-source Python packages used in modern AI, data science, and machine learning through a seamless platform. We pioneered the use of Python for data science, championed its vibrant community, and continue to steward open-source projects that make tomorrow’s innovations possible. Our enterprise-grade solutions enable corporate, research, and academic institutions around the world to harness the power of open source for competitive advantage, groundbreaking research, and a better world. To learn more visit https://www.anaconda.com.

Here is what people love most about working here: We’re not just a company, we’re part of a movement. Our dedicated employees and user community are democratizing data science and creating and promoting open-source technologies for a better world, and our commercial offerings make it possible for enterprise users to leverage the most innovative output from open source in a secure, governed way.

Summary

Anaconda is seeking a talented Director, Enterprise Sales - East (US) to join our rapidly-growing company. This is an excellent opportunity for you to leverage your experience and skills and apply it to the world of data science and machine learning. In this role, you will play a crucial role in driving revenue growth for the organization by leading a team who is securing and maintaining relationships with key Enterprise clients. This role will cover a team with a territory of the Eastern United States and ideal candidates will sit in EDT or CDT time zones.

What You’ll Do:

• Lead and scale a team of enterprise sales professionals in the Eastern US, setting clear objectives, coaching for performance, and fostering a culture of accountability and excellence
• Develop and implement comprehensive enterprise sales strategies to drive significant revenue growth and expand market share in key industry verticals
• Build and maintain strategic relationships with C-suite executives and senior decision-makers at enterprise organizations
• Create and execute complex, multi-stakeholder sales strategies for large enterprise accounts with long sales cycles
• Collaborate with product, marketing, and customer success teams to ensure alignment on enterprise customer needs and drive product adoption at scale
• Design and implement sales processes, methodologies, and metrics to optimize the enterprise sales pipeline and increase win rates
• Forecast sales activity and revenue achievement while providing clear visibility to executive leadership
• Create and present compelling business cases demonstrating the ROI of Anaconda's solutions to enterprise clients
• Develop strategic pricing models and negotiate high-value enterprise agreements
• Represent Anaconda at industry conferences, executive roundtables, and other high-profile events
• Work collaboratively with solution engineers and professional services to ensure successful implementation and adoption of Anaconda's solutions
• Partner with business development and marketing teams to build a robust pipeline of enterprise opportunities
• Provide strategic input to product roadmap based on enterprise market needs and competitive landscape

What You Need:

• Bachelor's degree required; MBA or advanced degree preferred
• 7+ years of progressive sales experience with at least 5 years in enterprise software sales leadership roles
• Proven track record of consistently exceeding multi-million dollar sales quotas and building high-performing sales teams
• Experience selling complex technical solutions, preferably in data science, machine learning, AI, or related fields
• Deep understanding of enterprise sales methodologies (MEDDPICC and Challenger) and ability to navigate complex organizational structures
• Strong technical aptitude with the ability to understand and articulate the value of Python, data science, and machine learning technologies in business terms
• Experience with enterprise sales in cloud, SaaS, or open-source business models
• Demonstrated success in building and scaling enterprise sales teams and processes
• Exceptional negotiation, presentation, and communication skills with the ability to engage effectively at the C-suite level
• Strategic thinking with the ability to develop and execute long-term sales plans aligned with company objectives
• Proficiency with Salesforce, sales intelligence tools, and modern sales enablement technologies
• Excellent cross-functional collaboration skills with the ability to work effectively with product, marketing, and technical teams
• Data-driven approach to sales management with strong analytical abilities
• 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
• You sit in a EDT or CDT time zone

What Will Make You Stand Out:

• Experience selling to data science, analytics, or IT organizations in Fortune 500 companies
• Experience working in a fast-paced startup environment
• Experience working in an open-source, AI, or data science-oriented company
• PLG (product-led growth) experience
• Track record of successfully transitioning organizations from open source to commercial enterprise sales
• Experience building and scaling enterprise sales teams in high-growth technology companies
• Strategic account management experience with Fortune 1000 companies
• History of developing innovative go-to-market strategies that resulted in significant market share gains
• Team attitude: “I am not done, until WE are done”

Why You'll Like Working Here:

• Unique opportunity to translate strong open-source adoption and user enthusiasm into commercial product growth
• Dynamic company that rewards high-performers
• On the cutting edge of enterprise application of data science, machine learning, and AI
• Collaborative team environment that values multiple perspectives and clear thinking
• Employees-first culture
• Flexible working hours
• 100% remote
• Competitive benefits

The US base salary range for this role is  $144,000 - $183,000 USD + variable commission structure based on sales performance + 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. 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
• Annual Remote Work and 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.

Anaconda, Inc. (“We”, “Us”) are committed to protecting and respecting your privacy. This Privacy Notice sets out the basis on which the personal data collected from you, or that you provide to Us, will be processed by Us in connection with Our recruitment processes. By clicking “Submit Application”, you acknowledge you have read our Privacy Policy and that Anaconda can retain your application data for up to 1-year, unless otherwise stated.  For the purpose of the General Data Protection Regulation (“GDPR”) ”) and the version of the GDPR retained in UK law (the “UK GDPR”) the Data Controller is Vanessa MacIlwaine.

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