[Remote] Mid-Market Account Executive

Note: The job is a remote job and is open to candidates in USA. Anaconda, Inc. is a leader in advancing AI with open source at scale, serving 95% of the Fortune 500. They are seeking a driven Mid-Market Account Executive to build a strong pipeline across mid-market organizations and manage the full sales cycle, focusing on delivering value and solutions to customers' unique challenges.ResponsibilitiesBuild and manage a strong pipeline of net-new opportunities within your territory, combining warm leads from existing users with proactive outboundLead discovery conversations that uncover business value—productivity gains, cost reduction, risk mitigation—translating technical capabilities into outcomes that matter to customersNavigate buying committees and multi-threaded deals with developers, platform teams, security, and procurement, adapting your communication style for each stakeholderLeverage AI tools daily across the sales cycle for account planning and outreach, call summaries, and AI-synthesized Salesforce data for pipeline reviewsSupport technical validation by coordinating with Sales Engineering on POCs and demos, ensuring customers understand how Anaconda's platform solves their specific problemsOwn deals from first conversation through close, maintaining accurate forecasting and staying focused on velocity and deal progressionPartner cross-functionally with Customer Success and Product to identify expansion opportunities and ensure smooth handoff post-closeSkills3+ years of B2B SaaS sales experience, with demonstrated success closing mid-market dealsProven ability to sell to technical buyers—developers, data engineers, platform teams—and translate their technical needs into business outcomesExperience navigating complex buying processes and working comfortably with multiple stakeholders across an organizationActively uses AI tools for account research, outreach personalization, and deal prep. Not occasionally, but as a standard part of how you workA working knowledge of how developers think and operate (SDLC, cloud infrastructure, open-source ecosystems) without needing to code yourselfComfort with ambiguity and strong pipeline creation skills—you proactively build your own opportunities, not just working inbound leadsAlignment with Anaconda's values: Curious by Default, Build Together, Own It, and Lead with Guts and HeartAbility to work in your preferred East Territory location (Boston, Chicago, Atlanta, or other eastern time zones; remote acceptable)Experience selling developer tools, data platforms, AI infrastructure, or open-source-adjacent productsExperience working within structured AI workflows for territory management, such as maintaining account context in Claude Projects and building reusable prompt templates for pipeline reviewsComfortable using Granola or Zoom AI to extract next steps and CRM updates from recorded callsTime spent in a high-growth startup or scaling environment where you built your own playbookDemonstrated success with land-and-expand strategies or growing existing accounts through proactive outreachFamiliarity with modern enterprise sales frameworks (MEDDPICC, Challenger, etc.)A track record of consistently hitting quota or exceeding targetsExperience building credibility with engineering teams based on genuine knowledge and curiosity, not just relationships or brand recognitionYou embody our values—'Curious by Default', 'Build Together', 'Own It', and 'Lead with Guts and Heart'—and our behaviors: Clarity, Care and CandorYou care deeply about fostering an environment where people of all backgrounds and experiences can flourishBenefitsFlexible Vacation PolicyMedical, Dental, and Vision InsuranceShort Term and Long Term DisabilityPaid Parental LeaveMonthly Wellness StipendEmployee Assistance Program and Mental Health ResourcesVariable commission structure based on sales performanceEquityCompany OverviewAnaconda, the leader in advancing AI innovation, is the trusted foundation for AI-native development that empowers builders and enterprises to secure, orchestrate, and accelerate data and AI at scale. It was founded in 2012, and is headquartered in Austin, Texas, USA, with a workforce of 201-500 employees. Its website is https://www.anaconda.com.