Enterprise Account Executive - CEE Munich, Germany

Anthropic Limited; München; Hybrid; EUR 120,000 - 180,000; Full time

Benefits offered by this job

Competitive base salary

Equity participation

Opportunity to shape AI industry in C

Professional development

Job summary

Anthropic is seeking an Enterprise Account Executive to lead the introduction of our AI productivity SaaS to large enterprises across CEE. You will own the full sales cycle, educate decision-makers, and align Anthropic’s value proposition with enterprise needs.

Operate in a hybrid Munich-based role, collaborating with GTM, Product, and Marketing teams to shape market strategy and drive revenue growth while embedding frontier AI solutions in business operations.

Qualifications

• 7+ years of B2B sales experience in enterprise technology.
• Experience managing complex enterprise sales cycles and securing strategic deals.
• Ability to navigate procurement processes and build consensus.
• Experience negotiating complex agreements in enterprise procurement frameworks.
• Proven track record exceeding revenue targets in the enterprise sector.
• Excellent communication and presentation skills to diverse enterprise audiences.
• Passion for and/or experience with advanced AI systems and their enterprise applications.

Responsibilities

• Win new business and drive revenue for Anthropic within the enterprise sector across CEE. Own the full sales cycle from outbounds to close.
• Design and execute sales strategies tailored to enterprise procurement cycles to meet quotas.
• Identify new use cases within enterprise departments and collaborate cross-functionally to differentiate offerings.
• Navigate complex stakeholder ecosystems to build consensus among executives, IT, and procurement.
• Inform product roadmaps by gathering enterprise feedback and market needs for CEE.
• Refine sales methodology with playbooks, templates, and best practices to improve productivity.

Skills

B2B sales

Enterprise sales

Negotiation

Stakeholder management

Strategic selling

Communication

AI familiarity

Education

Bachelor's degree

Job description

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 and ethically for business use

What We Offer:

• Competitive base salary and commission structure
• Equity participation in Anthropic's growth
• Opportunity to shape the AI industry in CEE
• Professional development and career growth opportunities

Location: Munich, Germany (hybrid working available)

The annual compensation range for this role is listed below.

For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.

Logistics

• Minimum education: Bachelor's degree or an equivalent combination of education, training, and/or experience
• Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience
• Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position
• 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 sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

How we're different

We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.

The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.

Come work with us!

Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues.

Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process.