Description
About the role
As a Strategic Account Executive at Anthropic, you'll drive the adoption of safe, frontier AI by securing strategic deals with top enterprises across key industry verticals, unlocking new value streams throughout their business. You'll leverage your consultative sales expertise to propel revenue growth while becoming a trusted partner to customers, helping them embed and deploy AI while uncovering its full range of capabilities. In collaboration with GTM, product, and marketing teams, you'll continuously refine our value proposition, sales methodology, and market positioning to ensure differentiated value across key industry verticals.
Responsibilities:
- Win new business and drive revenue within a book of strategic industry accounts. Own the full sales cycle from prospecting to close, identifying and developing new opportunities across multiple business units and use cases within key industry verticals
- Navigate complex organisational structures and build consensus among diverse stakeholder groups. Develop multi-threaded relationships from individual contributors to C-suite executives across industry enterprises
- Design and execute innovative sales strategies to meet and exceed revenue quotas. Analyse your industry accounts' landscape, trends, and dynamics to translate high-level plans into targeted sales activities and campaigns
- Spearhead expansion by pinpointing new use cases and business units within key industry verticals. Collaborate cross-functionally to differentiate our offerings and sustain a competitive edge within your strategic industry accounts
- Own sophisticated deal cycles involving multiple stakeholders, technical evaluations, and complex procurement processes. Demonstrate resourcefulness when faced with challenges that defy easy solutions
- Build and maintain accurate pipeline forecasting while ensuring high forecast accuracy and consistency. Identify a robust set of business drivers behind all opportunities
- Inform product roadmaps and features by gathering customer feedback and conveying key industry market needs. Provide insights that strengthen our value proposition and enhance the customer experience within industry verticals
- Continuously refine the sales methodology by incorporating learnings into playbooks, templates, and best practices. Identify process improvements that optimise sales productivity and consistency across key industry verticals
You may be a good fit if you:
- 10+ years of enterprise sales experience with a proven track record of closing complex deals with strategic accounts. Experience managing sophisticated sales cycles and securing deals with extended timelines and multiple stakeholders across key industry verticals
- Experience selling emerging technologies or complex solutions to large industry enterprises. Ability to navigate technical evaluations and translate complex capabilities into business value for industry-specific use cases
- Strong executive presence with demonstrated ability to engage C-suite executives and senior stakeholders. Experience presenting to boards and aligning solutions with strategic business initiatives within key industry verticals
- Exceptional relationship building skills with proven ability to develop multi-threaded relationships across large organisations. Experience building consensus among diverse stakeholder groups in industry environments
- Consultative sales approach with a focus on understanding customer business challenges and crafting tailored solutions. Ability to position yourself as a strategic advisor rather than a vendor within key industry verticals
- Strong cross-functional collaboration skills with an ability to mobilise internal resources including product, engineering, and partnership teams. Experience coordinating complex deals that require multiple internal stakeholders
- Resourcefulness and problem-solving abilities when faced with complex challenges. Demonstrated ability to navigate ambiguous situations and find creative solutions
- High level of organisation and attention to detail with strong forecasting accuracy. Ability to manage multiple complex opportunities simultaneously
- Passion for AI and emerging technologies with enthusiasm for helping industry organisations transform through responsible AI deployment. Strong alignment with Anthropic's mission of developing safe, beneficial AI systems
Deadline to apply:
None. Applications will be reviewed on a rolling basis.
Logistics
Education requirements: We require at least a Bachelor's 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 not sponsor visas for this role.