Scaled Enterprise Account Executive, Industries

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

Anthropics Scaled Enterprise team is a high-velocity sales motion built to bring frontier AI to a broad set of enterprise accounts. Were focused on reaching new customers efficiently turning first conversations into real expanding partnerships and building the playbook for how Anthropic shows up at scale.

As a Scaled Enterprise Account Executive youll own a book of enterprise accounts and the full revenue outcome for each. Youll generate your own pipeline run a high-velocity sales cycle from first conversation through close and develop a clear point of view on where Claude creates value in each account. Youll work closely with Product Applied AI and GTM to learn whats working at scale and feed it back into the playbook were building from the ground up.

This is a role for someone who thrives in hypergrowth gets energy from breaking into new enterprise accounts and wants to help build the scaled motion at Anthropic not inherit one.

Responsibilities

• Own all revenue outcomes for a book of enterprise accounts driving new logo acquisition and early expansion across multiple use cases

• Generate the majority of your own pipeline through outbound creative prospecting and proactive multithreading into enterprise accounts that have not yet engaged with Anthropic

• Run a high-velocity sales cycle from first meeting through close qualifying quickly advancing rigorously and knowing when to walk

• Develop a clear point of view on where Claude creates value in each account and bring that POV to technical and business stakeholders alike

• Build relationships with directors VPs and executive sponsors within your enterprise accounts earning the right to expand by delivering early wins

• Negotiate and close commercial agreements involving technical evaluations security review and enterprise procurement

• Partner with Product Applied AI and Engineering to surface whats working whats not and what enterprise buyers need next

• Contribute to the playbook proof points and motion that this team is building from the ground up

You may be a good fit if you have

• 3-5 years selling into enterprise accounts as a full-cycle individual contributor carrying a bag with a track record of consistently exceeding quota

• Experience selling at a hypergrowth company where the playbook was still being written and you helped write it

• A hunter mindset and demonstrated success generating your own enterprise pipeline and breaking into new enterprise accounts

• Experience running enterprise sales cycles involving technical evaluations security review and procurement

• Comfort engaging both technical and business buyers at the director and VP level within enterprise organizations

• Background selling platform API cloud infrastructure developer tools or AI/ML into enterprise

• Strong commercial instincts and the ability to qualify quickly and advance rigorously

• Genuine interest in AI and strong alignment with Anthropics mission of developing AI systems that are safe and beneficial

What will make you stand out

• Experience at a hypergrowth enterprise infrastructure or developer tools company in its scaling years

• Track record as one of the early AEs on a new team segment or product where you helped build the motion rather than inherit it

• Background in developer tools API or AI/ML sales into technical buyers

Logistics

Minimum education: Bachelors degree or an equivalent combination of education training and/or experience

Required field of study:A field relevant to the role as demonstrated through coursework training or professional experience

Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position

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.

Your safety matters to us. To protect yourself from potential scams remember that Anthropic recruiters only contact you some cases we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money fees or banking information before your first day. If youre ever unsure about a communication dont click any linksvisit for confirmed position openings.

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