About the role
Sr. Director, EMEA Sales Sr. Director, EMEA Sales About Anaconda Be at the center of AI 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 . Summary: We’re looking for a visionary Senior Director of Sales, EMEA to own and shape Anaconda’s revenue strategy and organizational direction across the United Kingdom, DACH, and emerging markets including the Nordics and Benelux. The Revenue team at Anaconda drives growth by connecting organizations with the transformative power of open-source AI and data science, partnering with technical leaders to solve complex challenges and accelerate innovation at scale. As Senior Director of Sales, EMEA, you won’t just lead a team. You’ll define how we go to market across an entire region. You’ll own enterprise-wide strategy for a multi-functional org spanning BDRs, Commercial AEs, Mid-Market AEs, and Enterprise AEs, and you’ll develop the next generation of sales leaders beneath you. Working in close partnership with the CRO and executive leadership, you’ll shape long-term direction, align EMEA to company-wide objectives, and build an organizational culture grounded in accountability, technical credibility, and genuine customer partnership.
What You'll Do: As the enterprise-wide leader for EMEA revenue, you’ll direct the full sales motion across markets and segments, from defining organizational structure and leadership strategy to shaping GTM approach and executive customer relationships. You’ll operate at the intersection of strategy and execution, influencing both the direction of the business and the daily outcomes of your team. Shape long-term EMEA revenue strategy and organizational direction by partnering with the CRO and executive team to define multi-year GTM plans, resource allocation priorities, and market expansion objectives across UK, DACH, Nordics, and Benelux Direct a multi-functional, multi-segment sales organization spanning BDRs, Commercial, Mid-Market, and Enterprise AEs through senior managers and directors, building a leadership pipeline that scales with the business Drive enterprise-wide sales excellence by establishing performance frameworks, forecasting standards, and organizational accountability systems that raise the bar across every segment and geography Establish AI fluency expectations across the EMEA sales org, modeling daily use of AI for strategic planning, forecast analysis, and executive preparation while building repeatable frameworks that help managers and reps get more from the tools and apply their own judgment to what matters most Influence executive stakeholders internally and externally, navigating complex high-stakes customer relationships, multi-year enterprise agreements, and C-suite engagement that advance both customer outcomes and company revenue Partner across functions with Marketing, Customer Success, Product, and Finance to align EMEA strategy to global objectives, embed regional market intelligence into company-wide planning, and ensure seamless customer journeys at scale Define EMEA organizational design and talent strategy, including senior hiring decisions, succession planning, and leadership development programs that build depth and capability across the region Serve as the external-facing voice for Anaconda’s EMEA revenue presence, representing the company with key customers, partners, and in industry settings to advance our market position in open-source AI and data science Your impact will be measured through EMEA ARR growth from net-new logos and expansion across Commercial, Mid-Market, and Enterprise segments Regional attainment against quota across all tiers and geographies, including individual manager and rep performance trends Pipeline generation, velocity, and conversion metrics as indicators of organizational health and GTM execution Leadership bench strength, including manager and director development, succession readiness, and team retention What You Need: 12+ years of experience in B2B SaaS sales with a consistent track record of exceeding multi-million dollar ARR targets at scale 7+ years of sales leadership experience managing managers and directors across multi-segment, multi-geography EMEA organizations Demonstrated experience building and scaling full-funnel sales organizations (BDR through Enterprise) across multiple EMEA markets simultaneously Demonstrated experience selling technical products to engineering, data science, or developer audiences, with the ability to operate credibly in highly technical sales environments Experience partnering with CRO or executive leadership on go-to-market strategy, organizational design, and long-range revenue planning Demonstrated ability to apply AI tools to your own work across territory strategy, pipeline reviews, and senior deal preparation, and a track record of coaching managers on where AI creates leverage versus where human judgment owns the outcome Based in UK, with the ability to travel within the region for customer meetings and events as needed 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 What Will Make You Stand Out: Experience leading geographically distributed sales teams across EMEA with working knowledge of the commercial, cultural, and regulatory nuances that shape buying decisions in key markets including the Nordics, Benelux, France, DACH, and the Middle East Track record of building and scaling revenue organizations in an open-source, AI, or data science-oriented company, ideally in a high-growth startup or scale-up environment Experience driving enterprise-wide adoption of structured sales methodologies (MEDDPICC, Challenger, Force Management) across multi-segment, multi-market teams History of strategic deal orchestration at the C-suite level, including complex procurement, multi-year enterprise agreements, and land-and-expand motions that compound account value over time Track record of succession planning and leadership development, not just building high-performing teams but developing the next generation of sales leaders within the organization Consistent quota achievement across multiple years and market conditions, with the credibility to hold a distributed leadership team to the same standard Experience setting AI workflow expectations for a sales org, helping teams identify where AI accelerates their work and where human judgment stays non-negotiable, and modeling that balance as a leader 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 Why You'll Like Working Here: 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. Application deadline: There is no deadline; we accept applications on an ongoing basis. In addition to base salary, we offer a comprehensive
