Mid-Market Account Executive

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.

Requirements

• 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 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).

Nice-to-Haves

• 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.

Compensation and Benefits

The US base salary range for this role is $100,000-$120,000 + variable commission structure based on sales performance + equity + benefits.

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