Enterprise Account Executive - West

About AnacondaBe at the center of AIAnaconda is built to advance AI with open source at scale, giving builders and organizations the confidence to increase productivity, and save time, spend and risk associated with open source. 95% of the Fortune 500 including Panasonic, AmTrust, Booz Allen Hamilton and over 50 million users rely on the value The Anaconda AI Platform delivers through a centralized approach to sourcing, securing, building, and deploying AI. With 21 billion downloads and growing, Anaconda has established itself as the gold standard for Python, data science, and AI and the enterprise-ready solution of choice for AI innovation. Anaconda is backed by world-class investors including Insight Partners. Learn more at https://www.anaconda.com.About the RoleWe’re looking for an Enterprise Account Executive to join Anaconda’s growing Sales team and expand our footprint with large, complex organizations across the Central, Mountain, and Pacific timezones U.S.Anaconda is transforming how enterprises harness open-source AI and data science to accelerate innovation. We partner with organizations to remove barriers to adoption, enable builders to create with confidence, and drive meaningful business outcomes.In this role, you’ll own the full sales cycle—from discovery through close—building long-term partnerships with both technical and business leaders. You’ll build together by collaborating transparently with Sales Engineering, Customer Success, Marketing and Product. What You’ll DoBuild and manage a pipeline of net-new enterprise opportunities across your assigned territoryLead deep discovery conversations and navigate multi-stakeholder buying committeesTranslate Anaconda’s technical capabilities into clear business outcomes such as productivity gains, cost reduction, and risk mitigationLeverage AI tools daily across the sales cycle for account planning and outreach, call summaries, and AI-synthesized Salesforce data for pipeline reviewsOrchestrate multi-threaded deal cycles, partnering closely with Sales Engineering for technical validation and POCsOwn deals from first conversation through close, maintaining accurate forecasting in SalesforceCollaborate cross-functionally with Customer Success, Professional Services, and Product to support successful implementations and identify expansion opportunities over timeYour Impact Will Be Measured ThroughPipeline generation and net-new ARR sourced within your territoryWin rate and deal velocity on qualified enterprise opportunitiesForecast accuracy and consistency in deal executionCustomer satisfaction, retention, and expansion within your accountsWhat “Enterprise” Means at AnacondaOwning accounts with 10,000+ employeesNavigating buyers across developers, platform teams, security, procurement, and executive leadershipSelling enterprise-grade value into organizations already using open-source Python and AI, helping them move from free usage to governed, scalable solutionsManaging multi-month sales cycles and closing enterprise-scale opportunities (typically six-figure ARR over time) through a land-and-expand motionThis is a value-led, consultative enterprise role, not a transactional or high-velocity sales motion.What You’ll Need8+ years of B2B SaaS sales experience, including closing enterprise-level dealsProven success selling to technical buyers and translating technical value into business impactExperience navigating large, complex organizations with security, legal, and procurement stakeholdersA strong understanding of how developers work (SDLC, platforms, cloud, open source), without needing to codeActively uses AI tools for account research, outreach personalization, and deal prep. Not occasionally, but as a standard part of how you work.Comfort operating in ambiguous, evolving environments and proactively building pipelineAlignment with Anaconda’s values: Curious by Default, Build Together, Own It, and Lead with Guts and HeartLocated in or willing to work within the Central, Mountain, or Pacific time zoneAbility and willingness to travel within the territory for customer meetings, conferences, and regional events as neededWhat Will Make You Stand OutExperience selling developer tools, data platforms, AI, or OSS-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 environmentA track record of executing land-and-expand strategies in enterprise accountsFamiliarity with MEDDPICC, Challenger, or similar enterprise sales methodologiesExperience building credibility with technical teams without relying on brand recognitionWhy You'll Like Working HereYou'll thrive in a high-performance environment where results are recognized and rewardedYour work directly contributes to