Mid-Market Account Executive - West

Anaconda, Inc.•Remote (CA, US), CA

2d•$100,000 - $130,000•Remote

About The Position

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.

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. 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

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