Strategic Pursuits Lead, RevOps

As a Strategic Pursuits Lead at Anthropic, you will operate as an elite individual contributor running our largest and most complex enterprise pursuits end-to-end.

You will serve as the strategic quarterback for high-stakes engagements with Fortune 100 companies and global institutions, owning the C-suite relationships and discussions each pursuit demands while working hand in hand with the account team and field leadership who own the account.

Responsibilities:

• Lead end-to-end orchestration of Anthropic’s most strategic and complex enterprise pursuits, typically $XXXM+ in potential lifetime value
• Own the C-suite relationships and discussions on each pursuit, in full partnership with the account team and field leadership who own the account
• Design and execute sophisticated account strategies that position Claude as mission-critical infrastructure for enterprise transformation
• Navigate intricate multi-stakeholder decision processes across technical, business, legal, security, and procurement functions
• Partner with product and research teams to shape custom solutions and influence roadmap priorities for strategic accounts
• Coordinate cross-functional pursuit resources including sales, partnerships, technical specialists, and executive sponsors
• Develop innovative commercial structures, deployment models, and partnership frameworks for complex strategic engagements
• Drive competitive differentiation in head-to-head pursuits against established technology incumbents
• Codify what works into playbooks and constructs the broader commercial organization can reuse, and plan every pursuit's handback so the account team is set up to deliver what was signed
• Represent Anthropic in high-stakes negotiations and executive forums with global business leaders

You may be a good fit if you have:

• 15+ years of progressive experience in enterprise technology, with at least 7+ years personally leading strategic deals or major account pursuits
• Proven track record of closing multiple $50M-100M+ enterprise technology deals with Fortune 100 companies as the primary deal owner
• Deep expertise in complex B2B sales cycles involving C-suite engagement, technical validation, and cross-functional coordination
• Demonstrated ability to architect sophisticated solutions that address complex enterprise requirements
• Strong understanding of enterprise AI/ML deployment models, cloud infrastructure, and API integration patterns
• Exceptional strategic thinking with the ability to synthesize business, technical, and competitive dynamics
• Outstanding executive presence and ability to build trust with C-level stakeholders
• Experience navigating Fortune 500 procurement, legal, security, and compliance processes
• Track record of winning in highly competitive, must-win pursuit scenarios

The annual compensation range for this role is $1-$2 USD.