Mid-Market Account Executive - West

Job description

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'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. What you'll do 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 Your impact will be measured through 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 What "Mid-Market" means at Anaconda 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 What you need 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 What will make you stand out 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 Why you'll like working here You'll thrive in a high-performance environment where results are recognized and rewarded Your work directly contributes to shaping the future of data science, machine learning, and AI in the enterprise. You'll work alongside a collaborative team that values diverse, thoughtful discussion, clarity and candor. You'll be supported by a culture that puts employees first - with flexible hours, a fully remote setup, and a genuine commitment to your wellbeing and growth. The application deadline for this role is 11/11/2026 applicants will be reviewed on an ongoing basis until the role is filled. The US base salary range for this role is $100,000-$130,000 + variable commission structure based on sales performance + equity + benefits. Our salary ranges are determined by role, level, and location. Within the range, individual compensation is determined by various factors, including work location, job-related skills, experience, and relevant education or training. Your recruiter will provide more specific details on the salary range for your preferred location during the hiring process. In addition to base salary, we offer a comprehensive benefits package that includes: 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 An Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability. Anaconda, Inc. (“We”, “Us”) are committed to protecting and respecting your privacy. This Privacy Notice sets out the basis on which the personal data collected from you, or that you provide to Us, will be processed by Us in connection with Our recruitment processes. By clicking “Submit Application”, you acknowledge you have read our Privacy Policy and that Anaconda can retain your application data for up to 1-year, unless otherwise stated. For the purpose of the General Data Protection Regulation (“GDPR”) ”) and the version of the GDPR retained in UK law (the “UK GDPR”) the Data Controller is Vanessa Macilwaine. Anaconda is an EEO/AA employer M/F/V/D. About Anaconda Be at the center of AI 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 .