Strategic Account Executive

Be at the center of AIAbout Anaconda

Anaconda is built to advance AI with open source at scale, giving builders and organizations the confidence to increase productivity, and save time, spend and risk associated with open source. 95% of the Fortune 500 including Panasonic, AmTrust, Booz Allen Hamilton and over 50 million users rely on the value The Anaconda AI Platform delivers through a centralized approach to sourcing, securing, building, and deploying AI.

With 21 billion downloads and growing, Anaconda has established itself as the gold standard for Python, data science, and AI and the enterprise-ready solution of choice for AI innovation. Anaconda is backed by world-class investors including Insight Partners. Learn more at

We're looking for a Strategic Account Executive to join our Revenue team. At Anaconda, open-source AI and data science are not just what we sell, they are what we believe in. Our named enterprise accounts include some of the largest technology companies in the world, organizations placing major bets on AI and building the infrastructure to support it. The Revenue team's job is to make sure Anaconda sits at the center of those investments.

• Own a named portfolio of strategic enterprise accounts, including some of the largest and most complex technology organizations in the world, managing the full relationship from executive alignment through deal execution and renewal.
• Develop deep account knowledge for each customer, including their AI infrastructure investments, build-vs-buy decisions, and internal stakeholders driving data science and ML adoption, and translate that understanding into account strategy.
• Build and execute complex sell-with and sell-through strategies in partnership with the Partnerships team, identifying where co-selling or channel motions create strategic advantage and where direct engagement is the right approach.
• Leverage AI tools daily across the sales cycle for account planning and outreach, call summaries, and AI-synthesized Salesforce data for pipeline reviews.
• Engage directly with Anaconda's Product and Engineering teams when accounts require deeper technical alignment, serving as the strategic bridge between customer requirements and internal roadmap discussions.
• Build and sustain executive-level relationships within each account, earning trust with the leaders who are shaping their organization's AI and data strategy.
• Contribute to the broader sales organization by sharing account intelligence, informing go-to-market strategy, and helping develop playbooks for the complex enterprise motions this role requires.

• Net ARR growth across your named portfolio, including new business, expansion, and multi-year contract value.
• Depth and quality of strategic relationships within each account, including executive stakeholders in AI, data, and platform teams.
• Pipeline health and forecast accuracy across long-cycle, multi-stakeholder enterprise deals.
• Effectiveness of partnership-driven deal structures, including sell-with and sell-through motions.

• 8+ years of enterprise sales experience managing named or strategic accounts with complex, multi-stakeholder sales cycles and demonstrated quota achievement.
• Demonstrated experience selling into or alongside large, sophisticated technology organizations, with an understanding of how they evaluate and adopt data and AI infrastructure at scale.
• Experience building and executing co-sell or sell-through partner motions, including navigating relationships where a partner is also a competitive consideration.
• Proven ability to engage effectively with senior technical and business leaders (VP and C-suite), and to build durable executive relationships within large, matrixed organizations.
• Actively uses AI tools for account research, outreach personalization, and deal prep. Not occasionally, but as a standard part of how you work.
• Strong working knowledge of the AI and data science landscape, including how organizations are structuring their AI investments and the tools and platforms they depend on.
• Proficiency with CRM tools (Salesforce or equivalent) and strong pipeline management and forecasting discipline.
• You embody our values of Clarity, Care and Candor.
• You care deeply about fostering an environment where people of all backgrounds and experiences can flourish.

• 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.
• Experience at an open-source, AI infrastructure, or data science company, with the ability to speak credibly to data scientists, ML engineers, platform architects, and the business leaders who sponsor their work.
• Experience working within structure AI workflows for territory management, such as maintaining account context in Claude Projects and…