Anaconda · 1 week ago
Mid-Market Account Executive -West
Anaconda provides an enterprise-ready platform for open-source AI, Python, data science, and machine learning. The Mid-Market Account Executive will build pipeline and manage the full sales cycle for mid-market opportunities, developing relationships with technical and business stakeholders and partnering cross-functionally to drive customer value and growth.
Big DataArtificial Intelligence (AI)Cloud ComputingEnterprise SoftwareAnalyticsCloud InfrastructureMachine LearningOpen Source
Unicorn with $1.5B valuationTop Investors
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
Qualification
Required
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
Ability to work in PST or MST time zone
Preferred
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
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
Benefits
Flexible hours
A fully remote setup
A genuine commitment to your wellbeing and growth
Variable commission structure based on sales performance
Equity
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
Company
Anaconda
AI-native development platform for securing and orchestrating data and AI.
Funding
Current Stage
Growth StageTotal Funding
$233MKey Investors
Insight PartnersSnowflake VenturesCiti Ventures
2025-07-31Series C· $150M
2021-09-21Series Unknown
2021-04-13Series B· $38.5M
Leadership Team
Peter Wang
Chief AI & Innovation Officer, Co-Founder
Barry Russell
SVP, Partnerships
Recent News
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