Strategic Account Executive

Location: Remote (San Francisco, CA, US)

Department: Sales

Summary:

Were looking for a Strategic Account Executive to join our Revenue team. At Anaconda, open-source AI and data science are not just what we sell, they are what we believe in. Our named enterprise accounts include some of the largest technology companies in the world, organizations placing major bets on AI and building the infrastructure to support it. The Revenue teams job is to make sure Anaconda sits at the center of those investments.

This role is built for someone who thrives in accounts that are genuinely complex, where the buyer is also a partner, a competitor, or both, and where winning requires long-term relationship building, creative deal structures, and a deep understanding of how AI and data ecosystems are evolving. You will work alongside our Partnerships team to develop sell-through and sell-with motions, collaborate with Product and Engineering when accounts require it, and bring a level of strategic depth that matches the ambitions of the organizations you serve.

What Youll Do:

• Own a named portfolio of strategic enterprise accounts, including some of the largest and most complex technology organizations in the world, managing the full relationship from executive alignment through deal execution and renewal.
• Develop deep account knowledge for each customer, including their AI infrastructure investments, build-vs-buy decisions, and internal stakeholders driving data science and ML adoption, and translate that understanding into account strategy.
• Build and execute complex sell-with and sell-through strategies in partnership with the Partnerships team, identifying where co-selling or channel motions create strategic advantage and where direct engagement is the right approach.
• Leverage AI tools daily across the sales cycle for account planning and outreach, call summaries, and AI-synthesized Salesforce data for pipeline reviews
• Engage directly with Anacondas Product and Engineering teams when accounts require deeper technical alignment, serving as the strategic bridge between customer requirements and internal roadmap discussions.
• Build and sustain executive-level relationships within each account, earning trust with the leaders who are shaping their organizations AI and data strategy.
• Contribute to the broader sales organization by sharing account intelligence, informing go-to-market strategy, and helping develop playbooks for the complex enterprise motions this role requires.

Your Impact Will Be Measured Through:

• Net ARR growth across your named portfolio, including new business, expansion, and multi-year contract value.
• Depth and quality of strategic relationships within each account, including executive stakeholders in AI, data, and platform teams.
• Pipeline health and forecast accuracy across long-cycle, multi-stakeholder enterprise deals.
• Effectiveness of partnership-driven deal structures, including sell-with and sell-through motions.

What You Need:

• 8+ years of enterprise sales experience managing named or strategic accounts with complex, multi-stakeholder sales cycles and demonstrated quota achievement.
• Demonstrated experience selling into or alongside large, sophisticated technology organizations, with an understanding of how they evaluate and adopt data and AI infrastructure at scale.
• Experience building and executing co-sell or sell-through partner motions, including navigating relationships where a partner is also a competitive consideration.
• Proven ability to engage effectively with senior technical and business leaders (VP and C-suite), and to build durable executive relationships within large, matrixed organizations.
• Actively uses AI tools for account research, outreach personalization, and deal prep. Not occasionally, but as a standard part of how you work.
• Strong working knowledge of the AI and data science landscape, including how organizations are structuring their AI investments and the tools and platforms they depend on.
• Proficiency with CRM tools (Salesforce or equivalent) and strong pipeline management and forecasting discipline.
• You embody our values of Clarity, Care and Candor
• You care deeply about fostering an environment where people of all backgrounds and experiences can flourish

What Will Make You Stand Out:

• You embody our values: Curious by Default, Build Together, Own It, and Lead with Guts and Heart, and our behaviors: Clarity, Care and Candor.
• You care deeply about fostering an environment where people of all backgrounds and experiences can flourish.
• Experience at an open-source, AI infrastructure, or data science company, with the ability to speak credibly to data scientists, ML engineers, platform architects, and the business leaders who sponsor their work.
• Experience working within structure 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 to extract next steps and CRM updates from recorded calls.
• A track record of turning complex, ambiguous strategic accounts into structured, growing relationships, including navigating co-opetition dynamics with large technology partners.
• Experience working directly with product and engineering stakeholders, either internally or on the customer side, to align technical roadmaps with commercial outcomes.
• History of building enterprise sales playbooks or contributing to team-wide strategy, not just executing within an existing motion.
• Experience working in a fast-paced startup environment
• Experience working in an open-source, AI, or data science-oriented company

Why Youll Like Working Here:

• Youll 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.
• Youll work alongside a collaborative team that values diverse, thoughtful discussion, clarity and candor.
• Youll 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 08/18/2026; applicants will be reviewed on an ongoing basis until the role is filled.

The US base salary range for this role is $174,000-$230,000 + commission based on performance + equity + benefits. Our salary ranges are determined by role, level, and location. The range displayed in each job posting reflects the minimum and maximum target salaries for the position across all US locations.

Within the range, individual compensation is determined by various factors, including work location, job-related skills, experience, and relevant education or training. Your recruiter will provide more specific details on the salary range for your preferred location during the hiring process.

In addition to base salary, we offer a comprehensive benefits package that includes:

• 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

An Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.

Anaconda, Inc. (“We”, “Us”) are committed to protecting and respecting your privacy. This Privacy Notice sets out the basis on which the personal data collected from you, or that you provide to Us, will be processed by Us in connection with Our recruitment processes.

By clicking “Submit Application”, you acknowledge you have read our Privacy Policy and that Anaconda can retain your application data for up to 1-year, unless otherwise stated. For the purpose of the General Data Protection Regulation (“GDPR”) ”) and the version of the GDPR retained in UK law (the “UK GDPR”) the Data Controller is Vanessa Macilwaine.

Anaconda is an EEO/AA employer M/F/V/D.

About the Company

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.