Lead the Enterprise Industries sales team at Anthropic, building and managing a high-performing group of Enterprise Account Executives across key industries such as telecommunications, media & entertainment, retail & consumer, industrials & manufacturing, and business services. Own a broad portfolio of enterprise accounts at various stages of AI adoption, from early pilots to production deployment, and drive the development of repeatable, industry-specific sales plays. Shape strategy, operating rhythm, and customer engagement, collaborating with cross-functional teams including Applied AI, Solutions Architecture, Product, Marketing, Partnerships, Legal, and cloud partners to deliver value and secure large enterprise deals.
Manager, Account Executive - Enterprise Sales at Anthropic
Remote - San Francisco, CA; New York City, NY
More jobs at AnthropicSalary
USD 435,000 - 550,000
Requirements
Skills
- Experience leading enterprise sales teams that sell technical, complex products such as API-first platforms, cloud infrastructure, or data and machine learning platforms
- Player-coach sales leader who has personally built and run a high-velocity greenfield motion, with vertical depth and partner fluency (CSP/GSI) to activate a 300-account book from day one
- A track record of winning and growing enterprise customers, including building C-suite relationships, in one or more of our focus industries (telecommunications, media & entertainment, retail & consumer, industrials & manufacturing, or business services)
- Experience designing go-to-market coverage for an enterprise sales team, including but not limited to account prioritization
- Operational rigor across both a high-volume pipeline and complex, multi-stakeholder sales cycles, balancing velocity with deal quality and forecasting accurately in fast-changing environments
- Credibility with technical buyers and builders — CIOs, CTOs, CDOs — and experience pairing effectively with solutions architects and applied AI teams
- Strong coaching skills that raise team performance through deal coaching and account strategy, combined with personal effectiveness alongside executives on high-priority opportunities
- A genuine interest in deploying AI responsibly and motivation to advance Anthropic's mission of building safe, beneficial AI
- Experience bringing generative AI or LLM-based products, or other emerging platform technologies, to enterprises in these industries
- Experience selling with and through cloud and ecosystem partners such as AWS, Google Cloud, and global systems integrators
- Experience standing up or running scaled or velocity sales motions alongside traditional field coverage
- Familiarity with consumption- or usage-based commercial models and value-based pricing conversations
- Experience leading organizations through rapid growth, re-segmentation, or significant change
Responsibilities
- Recruit, coach, and retain Enterprise Account Executives with deep industry and platform-selling expertise; develop and retain top talent
- Codify the use cases, proof points, reference stories, and sales motions that make wins repeatable within each industry, partnering with Marketing, Enablement, and partner teams to scale them
- Engage personally with C-level executives on priority pursuits, building business cases and value narratives and navigating complex procurement, security, and legal processes through to production deployment and expansion
- Own the team’s revenue targets and operating rhythm, instilling pipeline-generation discipline and running forecasting, deal inspection, and account planning cadences that make performance predictable and coachable across a high-volume book of business
- Partner closely with Applied AI, Solutions Architecture, and Product to design solutions, prove value quickly, and translate industry needs into product and roadmap input
- Orchestrate cross-functional and partner motions with Customer Success, Marketing, Partnerships, Legal, and cloud partners to deliver a seamless customer experience, and represent Anthropic with customers and at industry events as a visible, trusted leader
Technologies
Claude APIClaude for EnterpriseClaude CodePartner cloud platformsAWSGoogle CloudAPIsCloud infrastructureData and machine learning platforms
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