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
• 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
• 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