Enterprise Account Executive - Federal

Enterprise Account Executive - Federal Enterprise Account Executive - Federal About Anaconda Be at the center of AI Anaconda 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 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 06/30/2026; applicants will be reviewed on an ongoing basis until