[Remote] Mid-Market Account Executive

Note: The job is a remote job and is open to candidates in USA. Anaconda, Inc. is a leader in advancing AI with open source at scale, serving 95% of the Fortune 500. They are seeking a driven Mid-Market Account Executive to build a strong pipeline across mid-market organizations and manage the full sales cycle, focusing on delivering value and solutions to customers' unique challenges.

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 your preferred East Territory location (Boston, Chicago, Atlanta, or other eastern time zones; remote acceptable)
• 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 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
• Variable commission structure based on sales performance
• Equity

Company Overview