Head of Enterprise Sales - Industries, ANZ

Anthropic

About Anthropic Anthropic’s 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 the Head of Enterprise Sales, Industries ANZ at Anthropic, you will spearhead the strategic development and execution of our AI products, including Claude, across Australia and New Zealand. This role represents a critical leadership position in expanding Anthropic's presence in one of the world's most sophisticated and rapidly evolving technology markets. You will establish and lead a specialised team of enterprise sales professionals across the ANZ region, creating our foundational sales infrastructure for the enterprise customer segment. After successfully establishing our regional presence, this role will likely evolve to focus on specific verticals or sub-segments as we scale our ANZ operations. Your responsibilities will encompass building the sales team, developing strategic partnerships with enterprise customers, collaborating with our Product team to ensure regional market fit, and maintaining alignment with our global headquarters strategy. This position requires deep enterprise sales expertise — preferably with exposure to AI technologies — and the ability to navigate the regulatory, commercial, and cultural landscape of the Australian and New Zealand markets. Responsibilities - Develop and execute a comprehensive ANZ go-to-market strategy for enterprise customers across key industry verticals - Build and lead a high-performing, sustainable enterprise sales team and motion across Australia and New Zealand, including executing against a predefined list of strategic target accounts - Establish strategic partnerships with major technology partners and cloud providers active in the ANZ market - Collaborate with Product, Marketing, and Customer Success teams to adapt Anthropic's offerings for the ANZ market - Conduct market analysis to identify opportunities and refine our regional approach across key verticals (financial services, resources, healthcare, government, retail, and more) - Navigate complex, multi-stakeholder sales processes within large organisations - Craft and execute strategies to differentiate Anthropic and capture market share, addressing the unique challenges of being a second-mover in the AI industry - Ensure alignment between regional operations and global corporate strategy, representing ANZ's priorities to local and global leadership - Represent Anthropic with key customers and across partner events, communicating our trust and safety principles effectively - Ensure our trust and safety principles are effectively communicated to enterprise clients across the region You May Be a Good Fit If You Have - 15+ years of experience in enterprise sales, with at least 5+ years in leadership roles managing large-scale sales operations for Industries across ANZ - A proven track record of success in enterprise sales, particularly in selling technical API products, cloud services, or SaaS solutions - Experience selling through partner sales motions and ideally through cloud partners (AWS, Azure, Google Cloud) - Demonstrated ability to build and scale enterprise sales teams in a high-growth environment - Successfully sold into Australia's and New Zealand's leading enterprises, financial institutions, government agencies, and digital-native organisations - A history of creative problem-solving and persistence in competitive markets - Deep knowledge of the enterprise tech industry, particularly in areas like cloud services, data management, or AI - Excellence in building internal champions within client organisations - A desire to build trust and experience overcoming significant market challenges Ideal Candidate Profile The successful candidate will possess both strategic vision and operational excellence, with the ability to navigate the diverse enterprise landscape across Australia and New Zealand. You will be responsible for establishing Anthropic's enterprise sales presence in this region while building the foundation for future expansion and specialisation. This role offers an exceptional opportunity for a seasoned sales leader to shape the adoption of frontier AI technology in one of the world's most commercially sophisticated and trusted technology markets. Logistics Minimum education: Bachelor’s 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 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 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 you're interested in this work. We think AI systems like the ones we're 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 from @anthropic.com email addresses. In 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 you're ever unsure about a communication, don't click any links—visit anthropic.com/careers directly for confirmed position openings. How we're 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. We're 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 about our policy for using AI in our application process.