Note: The job is a remote job and is open to candidates in USA. Anaconda, Inc. is a leading company in the AI space, focused on advancing AI with open source at scale. They are seeking a Mid-Market Account Executive to join their Sales team, responsible for managing the sales cycle for mid-market opportunities and building strong relationships with customers to drive business outcomes.
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
- Variable commission structure based on sales performance
- Equity
- 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
- Flexible hours
- A fully remote setup
- A genuine commitment to your wellbeing and growth
Company Overview
Anaconda, the leader in advancing AI innovation, is the trusted foundation for AI-native development that empowers builders and enterprises to secure, orchestrate, and accelerate data and AI at scale. It was founded in 2012, and is headquartered in Austin, Texas, USA, with a workforce of 201-500 employees. Its website is https://www.anaconda.com.