Head of Deal Desk - International

Job Overview

As the Head of Deal Desk - International at Anthropic, you will own and lead the Deal Desk for the company's international business across EMEA and APAC regions. You will be responsible for building and leading a team of three, serving as a commercial partner to international sales teams on complex and non-standard deals, and maintaining a consistent operating model across regions.

Key Responsibilities

• Own Deal Desk for Anthropic's international business across EMEA and APAC , the operating model, the team, and the outcomes
• Lead, hire, and develop a team of three, and scale it as the international business grows
• Serve as the commercial partner to international sales teams on complex and non-standard deals, including pricing, discounting, multi-year and consumption structures, commit and ramp terms, and deal structuring
• Own the deal approval and review process for the region , clear thresholds, fast turnaround, and the right escalation paths , so that speed and pricing discipline aren't traded off against each other
• Partner with the global Deal Desk lead to maintain one consistent operating model across regions, adapting it to regional currency, tax, entity, and buying-norm differences rather than fragmenting from it
• Act as the validation point between deal creation and order management, ensuring quotes and signed order forms are structured to book cleanly and provision correctly
• Work across Revenue Operations, Revenue Accounting, Legal, and Finance to resolve the trade-offs that non-standard deals create, and to close gaps between what closes a deal and what books correctly
• Own the quality of Deal Desk inputs in Salesforce and CPQ for the region, and drive the process and tooling improvements that let the desk scale without adding friction
• Establish the metrics that show the desk is working , cycle time, approval turnaround, deal quality, and downstream booking accuracy , and hold the team to them

Requirements

• Are excited about Anthropic's mission to develop AI that is safe and beneficial
• Work effectively in fast-moving environments with high ambiguity, and are comfortable building process where little exists yet
• Have led a Deal Desk, deal management, or revenue operations function, and have structured complex, non-standard commercial deals directly
• Have managed people, and can hire, develop, and grow a team
• Understand the mechanics of deal structuring , pricing, discounting, multi-year and consumption models, commit and ramp terms , and the approval frameworks that govern them
• Have worked across Sales, Legal, Finance, and Revenue Accounting to move deals from quote to signed, bookable order
• Are fluent in the tooling of a modern GTM stack, including Salesforce and CPQ
• Communicate clearly and credibly with both field sales and internal control functions, and can resolve competing interests between them

Preferred Qualifications

• Extensive experience running Deal Desk or revenue operations across international markets, ideally spanning both EMEA and APAC
• Have built or materially scaled a Deal Desk function, rather than only inheriting and running one
• Familiarity with the operational realities of selling internationally , multi-currency, multi-entity, and varied tax and invoicing requirements
• Experience with quote-to-order and order management processes and the handoffs between them
• Exposure to CPQ platforms such as nue.io, and to the systems and data that connect quoting to booking
• Have worked at a company that scaled significantly during your tenure, particularly through a period of rapid international growth
• Understanding of how enterprises evaluate and buy AI products, and how that shapes commercial structures

Logistics

• Annual Salary: £285,000-£285,000 GBP
• Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time.
• Visa sponsorship: We do sponsor visas!