Enterprise Account Executive - Federal

Anaconda, Inc.; United States; À distance; USD 110 000 - 150 000; Plein temps

Avantages offerts par ce poste

Fully remote

Flexible hours

Wellbeing & growth

Résumé du poste

Anaconda, Inc. is seeking an experienced Enterprise Account Executive to drive net-new enterprise opportunities in the federal sector.

You will own the full sales cycle from discovery to close, collaborating with Sales Engineering, Customer Success, Marketing, and Product to deliver customer value. You will translate technical capabilities into business outcomes, leverage AI tools for planning and outreach, and manage multi-month, land-and-expand enterprise cycles.

Qualifications

• 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.

Responsabilités

• 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.
• Leverage AI tools daily across the sales cycle for account planning and outreach, call summaries, and AI-synthesized Salesforce data for pipeline reviews.
• 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.

Connaissances

Enterprise SaaS sales

Federal government sales

Technical buyer engagement

Federal contracting vehicles

Land-and-expand sales

AI-assisted account planning

Travel readiness

Salesforce forecasting

Claude Projects

Granola or Zoom AI

Outils

Salesforce

Claude Projects

Granola

Zoom AI

Description du poste

About the Role

We're looking for an Enterprise Account Executive to join Anaconda's growing Sales team and expand our footprint with large, complex organizations across the Federal sector .

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 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
• Leverage AI tools daily across the sales cycle for account planning and outreach, call summaries, and AI-synthesized Salesforce data for pipeline reviews
• 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 "Enterprise" Means at Anaconda

• Owning accounts with 10,000+ employees
• Navigating buyers across developers, platform teams, security, procurement, and executive leadership
• Selling enterprise-grade value into organizations already using open-source Python and AI, helping them move from free usage to governed, scalable solutions
• Managing multi-month sales cycles and closing enterprise-scale opportunities (typically six-figure ARR over time) through a land-and-expand motion

This is a value-led, consultative enterprise role, not a transactional or high-velocity sales motion.

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), without needing to code
• Actively 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 pipeline
• Alignment with Anaconda's values: Curious by Default, Build Together, Own It, and Lead with Guts and Heart
• 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
• 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
• 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

Why You'll Like Working Here

• You'll thrive in a high-performance environment where results are recognized and rewarded
• Your work directly contributes to shaping the future of data science, machine learning, and AI in the enterprise.
• You'll work alongside a collaborative team that values diverse, thoughtful discussion, clarity and candor.
• You'll be supported by a culture that puts employees first - with flexible hours, a fully remote setup, and a genuine commitment to your wellbeing and growth.

The application deadline for this role is 08/30/2026; applicants will be reviewed on an ongoing basis until the role is filled.

The US base salary range for this role is $110,000-$150,000 + variable commission structure based o