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
- 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
- Experien