Mid-Market Account Executive -East

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.

Anaconda transforms 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.

What You'll Do

• 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.

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

What You Need

• 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.
• Comfortable 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.
• Ability to work in EST time zone.

What Will Make You Stand Out

• Experience selling developer tools, data platforms, AI infrastructure, or open-source-adjacent products.
• Experience working within structured AI workflows for territory management, such as maintaining account context in Claude Projects and building reusable prompt templates for pipeline reviews.
• 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.

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

The application deadline for this role is 09/02/2026 applicants will be reviewed on an ongoing basis until the role is filled.

Compensation

The US base salary range for this role is $100,000-$120,000 + variable commission structure based on sales performance + equity + benefits.

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

EEO/AA Employer

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