# Mid-Market Account Executive

**Company:** [Anaconda](https://hotfix.jobs/companies/anaconda)
**Location:** Remote
**Role:** Account Executive
**Salary:** $100k – $120k/yr
**Experience:** 3+ years
**Skills:** B2B SaaS Sales, Sales Pipeline Management, Technical Selling, AI Tools, Salesforce, MEDDPICC, SDLC, Cloud Infrastructure, Open Source, Land And Expand
**Posted:** 2026-07-01

> Mid-Market Account Executive responsible for building pipeline, leading discovery, navigating buying committees, and closing deals for Anaconda's AI and data science platform. Requires 3+ years B2B SaaS sales experience selling to technical buyers with strong AI tool usage and developer knowledge.

## Job Description

## 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

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