Head of Sales Excellence & Methodology

Anthropic's sales organization is growing rapidly, and we need a Head of Sales Excellence & Methodology to develop and implement a sales methodology that works across different customer segments and geographies.

You will define a common sales approach, lead the organization in adopting it, and ensure it sticks in the field. This involves earning sponsorship from senior sales leaders, equipping frontline managers to coach to the methodology, and building alongside sellers to reflect how deals are really won.

Key responsibilities:

• Define, document, and evolve Anthropic's sales methodology and process standards
• Design and run the rollout and reinforcement of methodology changes across the sales organization
• Equip frontline managers to coach to the methodology in pipeline reviews, deal reviews, and forecasting
• Sequence and deliver complex programs across geographies, segments, industries, and roles
• Develop content, frameworks, and standards with sellers and sales leaders
• Define leading and lagging indicators to measure methodology effectiveness
• Partner with Sales Leadership, Revenue Operations, Product, Marketing, and the wider Sales Enablement team
• Apply Claude and internal tooling to personalize coaching and reinforcement

Minimum qualifications:

• Practitioner-level expertise in sales methodology and sales process design
• Experience leading a methodology or sales process change across a sales organization
• Experience running enablement or sales excellence programs spanning multiple geographies, segments, industries, or roles
• Experience working directly with senior sales leaders and frontline managers
• Ability to communicate clearly with executive audiences

Preferred qualifications:

• Experience building and leading a team of senior enablement or sales excellence professionals
• Prior experience carrying a quota or leading a sales team
• Experience at an AI company or an enterprise technology company during a period of rapid sales team scaling
• Hands-on experience using Claude or similar AI tools
• Experience selling or enabling the sale of complex technical products

The annual compensation range for this role is $310,000-$360,000 USD.