Manager, Account Executive Enterprise Sales

About Anthropic

Anthropics mission is to create reliable interpretable and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers engineers policy experts and business leaders working together to build beneficial AI systems.

About the role

As a Sales Manager at Anthropic youll lead a team of Enterprise Account Executives driving the adoption of safe frontier AI by securing strategic deals with top enterprises across industries. Youll leverage your leadership and consultative sales expertise to propel revenue growth while developing a high-performing team of AEs. Working closely with Applied AI Engineering and Product teams youll help enterprise customers embed and deploy AI while uncovering its full range of capabilities across diverse business collaboration with GTM and Marketing teams youll continuously refine our value proposition sales methodology and market positioning to ensure differentiated value across the enterprise landscape.

The ideal candidate will have a passion for developing people identifying market opportunities across industries and executing strategies to capture them. By leading the deployment of Anthropics emerging products you will help enterprises obtain new capabilities while also advancing the ethical development of AI.

Responsibilities:

• Build and lead a high-performing team of Enterprise Account Executives providing coaching mentorship and guidance to drive team success

• Develop and implement sales strategies tailored to enterprise procurement cycles and budgeting processes to meet and exceed team revenue quotas

• Create and maintain accurate forecasts pipeline management and reporting while ensuring data integrity in CRM systems

• Partner with Enablement to develop training programs and resources that accelerate AE ramp time and effectiveness with focus on enterprise buying cycles and decision-making processes

• Partner closely with Product Research and Marketing teams to incubate and scale new vertical strategies

• Work closely with Applied AI Engineering teams to demonstrate technical capabilities pre-sales and optimize solutions post-sales

• Enable your team to have credible technical conversations about AI applications while maintaining appropriate guardrails

• Build strong partnerships across the organization to drive strategic initiatives

• Identify and execute on new market opportunities and use cases for Anthropics AI solutions across enterprise segments

• Help your team navigate complex enterprise stakeholder ecosystems including executives IT departments and procurement offices to build consensus

• Gather and synthesize customer feedback to inform product direction and enhance customer experience

• Build and continuously refine the enterprise sales methodology by incorporating learnings into playbooks and best practices

You may be a good fit if you have:

• 15 years of enterprise sales experience preferably driving adoption of SaaS or emerging technologies

• 5 years of sales leadership experience within the Enterprise segment

• Proven track record of building and leading high-performing sales teams selling into large enterprises with demonstrated success in coaching and developing AEs

• Experience establishing and scaling sales processes tools and methodologies in fast-growing organizations

• Strong technical acumen and ability to understand complex AI solutions with experience enabling teams to have credible technical conversations with technical and business stakeholders

• Track record of successful partnership with technical teams throughout the customer journey

• Deep understanding of enterprise buying cycles procurement frameworks and common pain points across industries

• Demonstrated ability to navigate complex multithreaded sales cycles across diverse stakeholder groups and drive cross-functional initiatives

• Experience managing complex enterprise sales cycles and helping AEs secure strategic deals

• Strong operational rigor in pipeline management forecasting and sales metrics

• Excellent communication skills and ability to build relationships across all levels from individual contributors to C-suite executives

• Strategic approach to market analysis combined with tactical excellence in execution

• Passion for AI technology and commitment to its safe responsible development

Logistics

Education requirements: We require at least a Bachelors degree in a related field or equivalent experience.

Location-based hybrid policy: Currently we expect all staff to be in one of our offices at least 25% of the time. However some roles may require more time in our offices.

Visa sponsorship:We do sponsor visas! However we arent able to successfully sponsor visas for every role and every candidate. But if we make you an offer we will make every reasonable effort to get you a visa and we retain an immigration lawyer to help with this.

We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy so we urge you not to exclude yourself prematurely and to submit an application if youre interested in this work. We think AI systems like the ones were building have enormous social and ethical implications. We think this makes representation even more important and we strive to include a range of diverse perspectives on our team.

How were different

We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact advancing our long-term goals of steerable trustworthy AI rather than work on smaller and more specific puzzles. We view AI research as an empirical science which has as much in common with physics and biology as with traditional efforts in computer science. Were an extremely collaborative group and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such we greatly value communication skills.

The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic including: GPT-3 Circuit-Based Interpretability Multimodal Neurons Scaling Laws AI & Compute Concrete Problems in AI Safety and Learning from Human Preferences.

Come work with us!

Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits optional equity donation matching generous vacation and parental leave flexible working hours and a lovely office space in which to collaborate with colleagues. Guidance on Candidates AI Usage:Learn aboutour policyfor using AI in our application process