Sr. Manager, Mid-Market Sales

Anaconda, 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.

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

Requirements:

• 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
• 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