Anthropic
Manager, Account Executive - Enterprise Sales
San Francisco, CA | New York City, NY
H1B sponsorship available$435k-$550kDetected 7 days ago
AWSGCPCloud PlatformsMachine LearningNLPLLMsSalesAccount ManagementForecastingLogisticsProcurementCustomer SuccessCadenceResearchCommunicationMentoring
About the role
- As a leader within our Enterprise Industries sales team, you will build and lead an industry-aligned team that brings transformational AI to enterprises across telecommunications, media & entertainment, retail & consumer, industrials & manufacturing, and business services. These are companies rethinking how they serve customers, create and distribute content, run stores and supply chains, and operate physical infrastructure - and they're looking for a partner they trust to take frontier AI from promising pilots into production at the core of their business.
- You'll own a broad portfolio of enterprise accounts at very different stages of AI adoption, from organizations already running Claude in production to those just beginning their journey. You will lead Enterprise Account Executives, design the coverage and territory model, and build the repeatable, industry-specific plays that turn early wins into durable, scaled adoption. The selling is technical and multi-stakeholder - platform decisions, security and procurement rigor, and solutions built on Claude through our API, Claude for Enterprise, Claude Code, and partner cloud platforms - and you'll shape strategy and operating rhythm while staying personally engaged with executives on the pursuits that matter most.
- This is a rare opportunity to build a team, not just run a number: to shape how a broad cross-section of the economy adopts frontier AI, and to do it at a company where safety, trust, and long-term customer outcomes are central to how we sell.
Responsibilities
- 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
Requirements
- Credibility with technical buyers and builders - CIOs, CTOs, CDOs - and experience pairing effectively with solutions architects and applied AI teams
- Years of experience required will correlate with the internal job level requirements for the position
Nice to have
- Experience bringing generative AI or LLM-based products, or other emerging platform technologies, to enterprises in these industries
- Familiarity with consumption- or usage-based commercial models and value-based pricing conversations
- Experience leading organizations through rapid growth, re-segmentation, or significant change
- 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
- However, some roles may require more time in our offices.
Compensation
- $435,000 - $550,000 USD
Benefits
- Experience leading enterprise sales teams that sell technical, complex products such as API-first platforms, cloud infrastructure, or data and machine learning platforms
- Experience designing go-to-market coverage for an enterprise sales team, including but not limited to account prioritization
- Minimum education: Bachelor's degree or an equivalent combination of education, training, and/or experience
Company info
- 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
- 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)
Visa & Work Authorization
- However, we aren't 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 do sponsor visas!
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