Enterprise Account Executive - Federal

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
• 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

Your Impact Will Be Measured Through

• Pipeline generation and net-new ARR sourced within your territory
• Win rate and deal velocity on qualified enterprise opportunities
• Forecast accuracy and consistency in deal execution
• Customer satisfaction, retention, and expansion within your accounts

What You’ll Need

• 8+ years of B2B SaaS sales experience, including closing enterprise-level deals
• Demonstrated experience selling into Federal government agencies
• Proven success selling to technical buyers and translating technical value into business impact
• Experience working with or through federal contract vehicles and a solid understanding of how agencies evaluate and procure software
• Experience navigating large, complex organizations with security, legal, and procurement stakeholders
• A strong understanding of how developers work (SDLC, platforms, cloud, open source)
• Comfort operating in ambiguous, evolving environments and proactively building pipeline
• Located in Washington DC, Virginia, or Maryland
• 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
• 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
• 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