Mid-Market Account Executive

About The Role

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 transform 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.

• 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.

• Net‑new pipeline created and ARR sourced within your territory.
• Win rate and deal velocity on qualified mid‑market opportunities.
• Forecast accuracy and consistency in deal execution.
• Customer satisfaction and successful onboarding of new accounts.

• Organizations with 1,000‑10,000 employees.
• Selling to buyers across data teams, platform engineering, security, and sometimes procurement—but without the executive complexity of enterprise deals.
• Helping customers move from free, open‑source adoption to licensed, governed solutions that enable teams to scale safely.
• Moving deals with reasonable velocity while maintaining a consultative, value‑driven approach and using land‑and‑expand strategies to grow accounts over time.
• Balancing independence as a sales leader without the heavy reliance on Sales Engineering that larger deals require—you own much of the technical conversation.

• 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 work inbound leads.
• Alignment with Anaconda's values:
  Curious by Default, Build Together, Own It, and Lead with Guts and Heart.
• Ability to work in CST 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…