Manager, Account Executive - Enterprise Sales

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 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. Key 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 Minimum qualifications: - 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, someone who thinks in coverage models, PG cadence, and repeatable plays first, deals second - ideally forged at a consumption or PLG platform company, with the 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 Preferred qualifications: - 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 The annual compensation range for this role is listed below. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role. Annual Salary: $435,000 - $550,000 USD 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.