Mid Market Account Executive, Anaconda

• We value sellers who are curious first—understanding each customer's unique challenges before recommending solutions—collaborative in their approach, accountable for results, and courageous enough to think differently about how AI and open-source create competitive advantage
• 3+ years of B2B SaaS sales experience, with demonstrated success closing mid-market deals
• Proven ability to sell to technical buyers—developers, data engineers, platform teams—and translate their technical needs into business outcomes
• Experience navigating complex buying processes and working comfortably with multiple stakeholders across an organization
• Actively uses AI tools for account research, outreach personalization, and deal prep. Not occasionally, but as a standard part of how you work
• A working knowledge of how developers think and operate (SDLC, cloud infrastructure, open-source ecosystems) without needing to code yourself
• Comfort with ambiguity and strong pipeline creation skills—you proactively build your own opportunities, not just working inbound leads
• Alignment with Anaconda's values: Curious by Default, Build Together, Own It, and Lead with Guts and Heart

Desirable

• We're looking for a driven Mid-Market Account Executive to join Anaconda's Sales team and build a strong pipeline across mid-market organizations
• At Anaconda, we're transforming how enterprises harness open-source AI and data science to accelerate innovation
• Our Sales team works with organizations already using open-source Python and AI to help them move from free adoption to governed, scalable solutions that drive business outcomes
• In this role, you'll own the full sales cycle for mid-market opportunities, building relationships with both technical and business stakeholders
• You'll partner closely with Sales Engineering, Customer Success, and Product to deliver real value at every stage
• Build and manage a strong pipeline of net-new opportunities within your territory, combining warm leads from existing users with proactive outbound
• Lead discovery conversations that uncover business value—productivity gains, cost reduction, risk mitigation—translating technical capabilities into outcomes that matter to customers
• Navigate buying committees and multi-threaded deals with developers, platform teams, security, and procurement, adapting your communication style for each stakeholder
• Leverage AI tools daily across the sales cycle for account planning and outreach, call summaries, and AI-synthesized Salesforce data for pipeline reviews
• Support technical validation by coordinating with Sales Engineering on POCs and demos, ensuring customers understand how Anaconda's platform solves their specific problems
• Own deals from first conversation through close, maintaining accurate forecasting and staying focused on velocity and deal progression
• Partner cross-functionally with Customer Success and Product to identify expansion opportunities and ensure smooth handoff post-close
• Your impact will be measured through:
• Net-new pipeline created and ARR sourced within your territory
• Win rate and deal velocity on qualified mid-market opportunities
• Forecast accuracy and consistency in deal execution
• Customer satisfaction and successful onboarding of new accounts
• What "Mid-Market" means at Anaconda:
• Organizations with 1,000-10,000 employees
• Selling to buyers across data teams, platform engineering, security, and sometimes procurement—but without the executive complexity of enterprise deals
• Helping customers move from free, open-source adoption to licensed, governed solutions that enable teams to scale safely
• Moving deals with reasonable velocity while maintaining a consultative, value-driven approach and using land-and-expand strategies to grow accounts over time
• Balancing independence as a sales leader without the heavy reliance on Sales Engineering that larger deals require—you own much of the technical conversation
• 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

• The application deadline for this role is 11/16/2026 applicants will be reviewed on an ongoing basis until the role is filled