Mid-Market Account Executive - West

Summary

Anaconda is an AI and open-source data science company that provides an enterprise-ready platform for sourcing, securing, building, and deploying AI. The Mid-Market Account Executive will build pipeline and own the full sales cycle for mid-market opportunities, working with technical and business stakeholders. The role also involves coordinating with Sales Engineering, Customer Success, and Product to deliver customer value and drive expansion.

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

Skills

• • 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
• • 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

Qualifications

Must Haves

• • 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

Nice to Haves

• • 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
• 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