Enterprise Account Executive

What You’ll Do

• Build and manage a pipeline of net-new enterprise opportunities across your assigned territory
• Lead deep discovery conversations and navigate multi-stakeholder buying committees
• Translate Anaconda’s technical capabilities into clear business outcomes such as productivity gains, cost reduction, and risk mitigation
• Leverage AI tools daily across the sales cycle for account planning and outreach, call summaries, and AI-synthesized Salesforce data for pipeline reviews
• Orchestrate multi-threaded deal cycles, partnering closely with Sales Engineering for technical validation and POCs
• Own deals from first conversation through close, maintaining accurate forecasting in Salesforce
• Collaborate cross-functionally with Customer Success, Professional Services, and Product to support successful implementations and identify expansion opportunities over time

What “Enterprise” Means at Anaconda

• Owning accounts with 10,000+ employees
• Navigating buyers across developers, platform teams, security, procurement, and executive leadership
• Selling enterprise-grade value into organizations already using open-source Python and AI, helping them move from free usage to governed, scalable solutions
• Managing multi-month sales cycles and closing enterprise-scale opportunities (typically six-figure ARR over time) through a land-and-expand motion

What You’ll Need

• 8+ years of B2B SaaS sales experience, including closing enterprise-level deals
• Proven success selling to technical buyers and translating technical value into business impact
• Experience navigating large, complex organizations with security, legal, and procurement stakeholders
• A strong understanding of how developers work (SDLC, platforms, cloud, open source), without needing to code
• Actively uses AI tools for account research, outreach personalization, and deal prep
• Comfort operating in ambiguous, evolving environments and proactively building pipeline
• Alignment with Anaconda’s values: Curious by Default, Build Together, Own It, and Lead with Guts and Heart
• Located in or willing to work within the Central, Mountain, or Pacific time zone
• Ability and willingness to travel within the territory for customer meetings, conferences, and regional events as needed

What Will Make You Stand Out

• Experience selling developer tools, data platforms, AI, or OSS-adjacent products
• Experience working within structured AI workflows for territory management
• 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
• A track record of executing land-and-expand strategies in enterprise accounts
• Familiarity with MEDDPICC, Challenger, or similar enterprise sales methodologies
• Experience building credibility with technical teams without relying on brand recognition

Compensation & Benefits

• US base salary range: $110,000-$150,000 + 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