Enterprise Account Executive - CEE

EngineersOfAI; München; On-site; EUR 90,000 - 150,000; Full time

Job summary

Anthropic is seeking an Enterprise Account Executive to drive ARR with large enterprises across Central and Eastern Europe. You will own end-to-end enterprise.sales cycles, educate key decision-makers, and secure strategic deals while shaping how organizations deploy frontier AI in business operations.

You will collaborate with GTM, Product, and Marketing to refine our value proposition and market positioning for enterprise buyers in the CEE market.

Qualifications

• 7+ years of B2B sales experience in enterprise technology.
• Experience managing complex sales cycles in large enterprises.
• Ability to navigate procurement processes and build consensus.

Responsibilities

• Win new business and drive revenue for Anthropic within the enterprise sector across CEE.
• Design and execute sales strategies aligned with enterprise procurement cycles.
• Identify new use cases within enterprise departments and coordinate cross-functionally.
• Navigate executive, admin, IT, and procurement ecosystems to build consensus.
• Gather feedback to inform product roadmaps and value proposition.
• Refine sales playbooks and processes to improve productivity and consistency.

Skills

Enterprise sales

B2B sales

Sales cycle management

Procurement navigation

Stakeholder management

Communication skills

Job description

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 an Enterprise Account Executive at Anthropic, you'll join the foundational team at the forefront of introducing our cutting-edge AI productivity SaaS solution to large enterprise organizations across CEE. You'll drive the adoption of safe, frontier AI by securing strategic deals with major corporations, technology companies, and research institutions. You'll leverage your consultative sales expertise in the enterprise sector to propel revenue growth while becoming a trusted partner to enterprise stakeholders, helping them embed and deploy AI while uncovering its full range of capabilities across business operations, research, and administration. In collaboration with GTM, Product, and Marketing teams, you'll continuously refine our value proposition, sales methodology, and market positioning to resonate with enterprise decision-makers in the CEE market.

Responsibilities:

• Win new business and drive revenue for Anthropic within the enterprise sector across CEE. Navigate complex enterprise organizations to reach key decision-makers, educate them about our services, and help them succeed with Anthropic. You'll own the full sales cycle, from first outbound to close

• Design and execute innovative sales strategies tailored to enterprise procurement cycles and budgeting processes to meet and exceed revenue quotas. Analyze enterprise market landscapes, trends, and dynamics to translate high-level plans into targeted sales activities and campaigns

• Spearhead market expansion by identifying new use cases within enterprise departments, innovation centers, and operational offices. Collaborate cross-functionally to differentiate our offerings for enterprise applications

• Navigate complex enterprise stakeholder ecosystems including executives, administrators, IT departments, and procurement offices to build consensus across CEE business culture and practices

• Inform product roadmaps and features by gathering feedback from enterprise users and conveying market needs from the CEE enterprise landscape. Provide insights that strengthen our value proposition for enterprise customers

• Continuously refine the enterprise sales methodology by incorporating learnings into playbooks, templates, and best practices. Identify process improvements that optimize sales productivity and consistency

You may be a good fit if you have:

• 7+ years of B2B sales experience in enterprise technology, preferably pharmaceuticals or life sciences

• A track record of managing complex sales cycles within large enterprise organizations and securing strategic deals by understanding both technical requirements and business use cases

• Demonstrated ability to navigate enterprise bureaucracies and procurement processes, building consensus among diverse stakeholders including executives, administrators, and IT departments

• Extensive experience negotiating complex agreements within enterprise procurement frameworks and policies

• Proven experience exceeding revenue targets in the enterprise sector by effectively managing an evolving pipeline and sales process

• Excellent communication skills and the ability to present confidently to various enterprise audiences, from technical teams and business analysts to senior executives

• Deep understanding of enterprise buying cycles, decision-making processes, and key pain points, particularly within the CEE market

• A strategic, analytical approach to assessing the enterprise market combined with creative, tactical execution to capture opportunities

• A passion for and/or experience with advanced AI systems and their applications in enterprise environments. You feel strongly about ensuring frontier AI systems are developed safely an