Mid-Market Account Executive

About the role

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. 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.

Responsibilities

• 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

Requirements

• 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.
• 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

Qualifications

• 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

Skills

• Comfortable using Granola or Zoom AI to extract next steps and CRM updates from recorded calls
• Time spent in a high-growth startup or scaling environment where you built your own playbook
• Demonstrated success with land-and-expand strategies or growing existing accounts through proactive outreach
• Familiarity with modern enterprise sales frameworks (MEDDPICC, Challenger, etc.)
• A track record of consistently hitting quota or exceeding targets
• Experience building credibility with engineering teams based on genuine knowledge and curiosity, not just relationships or brand recognition

Benefits

• 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

Pay

The US base salary range for this role is $100,000-$120,000 + variable commission structure based on sales performance + equity + benefits. Our salary ranges are determined by role, level, and location.

Schedule

Remote (United States)