Enterprise Account Executive, Industries

Borderless; Greater London; Hybride; GBP 218 000 - 285 000; Plein temps

Résumé du poste

Anthropic is seeking an Enterprise Account Executive to own a named book of accounts and drive revenue across diverse industries. You will define where Claude creates value, build relationships with executives, and expand partnerships beyond the initial buyer.

This role requires experience with large, complex accounts and the ability to operate independently at the executive level, coordinating with cross-functional teams to craft tailored AI solutions.

Qualifications

• 8+ years of enterprise software sales experience.
• Experience managing multi-quarter sales cycles with multiple stakeholders.
• Proven ability to grow accounts by cross-selling and expanding within large organizations.
• Ability to engage C-suite executives and lead executive conversations.

Responsabilités

• Contribute to the Industries team GTM strategy, identifying new use cases within assigned verticals and winning new business.
• Drive strategic expansion within key accounts and new logo acquisition.
• Break into new accounts and cross-sell into existing business with Account Executives.
• Own a revenue target and the full sales cycle from prospecting to close.
• Lead with conviction by providing clear recommendations based on industry expertise.
• Prioritize lighthouse customers and references within industries.
• Become a trusted advisor, understanding needs and co-innovating AI solutions.
• Collaborate with product, engineering, legal, marketing, and Applied AI to bring solutions to market and shape roadmaps.
• Develop sales collateral, proposals, and presentations to position Anthropic’s AI products.

Connaissances

Enterprise software sales

C-suite relationships

Executive-level engagements

Multi-quarter sales cycles

Business case development

Platform sales

Executive presence

AI interest

Formation

Bachelor’s degree

Description du poste

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

Anthropic's Industries team partners with the world's largest enterprises across retail, manufacturing, automotive, consumer goods, hospitality, and commercial real estate to deploy frontier AI into the core of how they operate. These are complex, multi-division organizations where the first engagement is rarely the full opportunity, and where lasting partnerships are built at the executive level.

As an Enterprise Account Executive on the Industries team, you'll own a named book of accounts and the full revenue outcome for each. You'll develop a point of view on where Claude creates the most value across a customer's business, build relationships with the executives who sponsor transformation at that scale, and expand the partnership well beyond the original buyer. You'll work closely with Product, Applied AI, and GTM leadership to shape how Anthropic shows up in your vertical, while advancing our mission of developing AI that is safe, beneficial, and deployed responsibly.

This is a role for someone who has owned large, complex accounts end to end and is comfortable operating independently at the executive level.

Responsibilities

• Contribute to the Industries team GTM strategy, identifying new use cases within your assigned verticals, winning new business, and sharing feedback with cross-functional teams
• Drive strategic expansion within key accounts in established verticals and new logo acquisition within emerging verticals
• Break into new accounts and cross-sell into existing business alongside our team of Account Executives
• Own a revenue target and all aspects of the sales cycle from prospecting to close, including outbounding and engaging Tier 1 accounts
• Lead with conviction by providing clear recommendations based on deep industry expertise rather than presenting a menu of options
• Prioritize organizations that can serve as lighthouse customers and references within their industries
• Become a trusted advisor to customers, understanding their unique needs and crafting tailored AI solutions. Co-innovate with customers and sell on the product roadmap while appropriately setting expectations
• Collaborate extensively with cross-functional partners including product, engineering, legal, marketing, and Applied AI to help bring new solutions to market and provide feedback to shape roadmaps
• Develop sales collateral, proposals, and presentations to effectively position Anthropic's AI products. Continuously refine sales tactics and share best practices

You may be a good fit if you have

• 8+ years of enterprise software sales experience, with a track record of owning named accounts at large, complex organizations
• Experience managing multi-quarter sales cycles involving multiple stakeholders, technical evaluations, and enterprise procurement
• A history of growing accounts meaningfully beyond the original engagement by creating demand across new divisions and use cases
• Demonstrated ability to independently build and advance relationships at the C-suite and SVP level, including preparing for and leading executive conversations without relying on internal executive sponsorship
• Experience building customer-specific business cases grounded in the customer's own financials and priorities, and defending commercial terms through procurement
• Background selling platform, API, cloud infrastructure, or emerging technology into enterprises evaluating a new category
• Strong executive presence and the ability to hold a credible conversation across both technical and business audiences
• Genuine interest in AI and strong alignment with Anthropic's mission of developing AI systems that are safe and beneficial

What will make you stand out

• Direct experience selling into one or more of our core verticals and fluency in how those businesses operate and measure success
• Experience as an early AE in a vertical or segment, where you helped build the sales motion rather than inherit it
• Background selling developer platforms, cloud infrastructure, or AI/ML tooling into traditional enterprises

Deadline to apply:None. Applications will be reviewed on a rolling basis.

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:

$290,000—$380,000 USD

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.