Manager, Enterprise Sales, DACH & CEE

WinsAbove; München; Hybrid; EUR 310,000 - 380,000; Full time

Job summary

Anthropic is seeking a Manager, Enterprise Sales for DACH & CEE to lead a team of Enterprise Account Executives selling AI solutions across Industries. You will shape strategies, coach leaders, and partner with engineering and product to drive revenue while delivering responsible AI adoption.

The role emphasizes building scalable sales processes, forecasting rigor, and cross-functional collaboration to win strategic deals with complex stakeholders. Hybrid work and visa guidance are provided.

Qualifications

• 15+ years of enterprise sales experience in technology.
• 5+ years of sales leadership; 3+ years leading teams in Enterprise.
• Ability to attract talent with strong cultural fit and growth mindset.
• Experience scaling sales processes, tools, and methodologies.
• Strong technical acumen with AI knowledge for Industries.
• Proven partnership with technical teams throughout the customer journey.
• Deep understanding of Industries buying cycles and procurement.
• Navigate complex, multithreaded sales cycles across stakeholders.
• Experience managing complex enterprise sales cycles and deals.
• Strong pipeline management, forecasting, and sales metrics.
• Excellent communication skills across analysts to executives.
• Passion for AI technology and its safe, responsible development.

Responsibilities

• Build and lead a high-performing team of Enterprise Account Executives focused on Industries.
• Develop and implement sales strategies for Industries procurement cycles.
• Create and maintain forecasts, pipeline management, and CRM data integrity.
• Partner with Enablement to accelerate AE ramp time for Industries cycles.
• Collaborate with Applied AI Engineering to demonstrate capabilities pre-sales.
• Enable credible technical conversations with stakeholders in Industries.
• Build partnerships to drive strategic initiatives within the Industries sector.
• Identify and execute new market opportunities and use cases in Anthropic's AI solutions.
• Help the team navigate complex stakeholder ecosystems to build consensus.
• Synthesize customer feedback to inform product direction for Industries.
• Refine the Industries sales methodology with playbooks and best practices.

Skills

Enterprise sales

Leadership

Coaching

Forecasting

CRM systems

Sales enablement

Education

Bachelor's degree

Tools

CRM software

Forecasting tools

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.

Manager, Enterprise Sales, DACH & CEE

As a Sales Manager at Anthropic, you'll lead a team of Enterprise Account Executives driving the adoption of safe, frontier AI by securing strategic deals. You'll leverage your leadership and consultative sales expertise in the Industries sector to propel revenue growth while developing a high-performing team of AEs. Working closely with Applied AI Engineering and Product teams, you'll help Industries customers embed and deploy AI while uncovering its full range of capabilities. In collaboration with GTM and Marketing teams, you'll continuously refine our value proposition, sales methodology, and market positioning to resonate with decision-makers and ensure differentiated value across the Industries landscape.

The ideal candidate will have a passion for developing people, identifying market opportunities within Industries, and executing strategies to capture them. By leading the deployment of Anthropic's emerging products, you will help customers to obtain new capabilities while also advancing the ethical development of AI.

Responsibilities:

• Build and lead a high-performing team of Enterprise Account Executives focused on Industries, providing coaching, mentorship, and guidance to drive team success

• Develop and implement sales strategies tailored to Industries procurement cycles and budgeting processes to meet and exceed team revenue quotas

• Create and maintain accurate forecasts, pipeline management, and reporting while ensuring data integrity in CRM systems

• Partner with Enablement to develop training programs and resources that accelerate AE ramp time and effectiveness, with specific focus on Industries buying cycles and decision-making processes

• Work closely with Applied AI Engineering teams to demonstrate technical capabilities pre-sales and optimize solutions post-sales for all applications

• Enable your team to have credible technical conversations about AI applications in Industries while maintaining appropriate guardrails

• Build strong partnerships across the organization to drive strategic initiatives within the Industries sector

• Identify and execute on new market opportunities and use cases for Anthropic's AI solutions within departments, research centers, and administrative offices

• Help your team navigate complex stakeholder ecosystems including executives, administrators, IT departments, and procurement offices to build consensus

• Gather and synthesize customer feedback from users to inform product direction and enhance customer experience for Industries

• Build and continuously refine the Industries sales methodology by incorporating learnings into playbooks and best practices

You may be a good fit if you have:

• 15+ years of enterprise sales experience in Industries technology, preferably driving adoption of SaaS or emerging technologies

• 5+ years of sales leadership experience, ideally 3+ leading teams within the Enterprise segment focused on Industries in DACH and CEE

• Ability to source and attract extraordinary talent with great cultural fit and enable them continuously

• Experience establishing and scaling sales processes, tools, and methodologies in fast-growing organizations serving Industries

• Strong technical acumen and ability to understand complex AI solutions and their applications in Industries, with experience enabling teams to have credible technical conversations with their stakeholders

• Track record of successful partnership with technical teams throughout the customer journey

• Deep understanding of Industries buying cycles, procurement frameworks, and key pain points

• Demonstrated ability to navigate complex, multithreaded sales cycles across diverse stakeholder groups and drive cross-functional initiatives

• Experience managing complex enterprise sales cycles and helping AEs secure strategic deals

• Strong operational rigor in pipeline management, forecasting, and sales metrics specific to Industries sales cycles

• Excellent communication skills and ability to build relationships across all levels, from analysts and researchers to senior executives in Industries

• Passion for AI technology and commitment to its safe and responsible development.

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.

Annual Salary: €310.000 — €380.000 EUR

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.

Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.

Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you [e-mail] addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links—visit anthropic.com/careers directly for confirmed position openings.

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.