[Remote] Enterprise Account Executive - Federal

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. They are seeking an Enterprise Account Executive to manage the full sales cycle and build partnerships with large organizations in the Federal sector, driving adoption of their AI solutions.

Responsibilities

• 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

Skills

• 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
• 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
• 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

Benefits

• Variable commission structure based on sales performance
• Equity
• Benefits
• 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
• Flexible hours
• A fully remote setup
• A genuine commitment to your wellbeing and growth

Company Overview