Enterprise Account Executive - Retail

Menlo Ventures; Greater London; On-site; GBP 280,000 - 330,000; Full time

Job summary

Anthropic is seeking an Enterprise Account Executive to lead the adoption of our AI productivity API and SaaS solutions across retail in the EMEA region. You'll own the full sales cycle from initial outreach to closing, engaging with senior retail stakeholders to articulate value, navigate procurement, and expand footprint across merchandising, e-commerce, and store operations.

This role offers a competitive OTE range and a hybrid work setup with offices in London.

Qualifications

• Experience selling SaaS/API solutions to retailers.
• Proven track record closing complex deals.
• Strong communication with executive stakeholders.
• Ability to navigate procurement processes in retail.
• Experience exceeding revenue targets and managing pipelines.
• Comfort working in a cross-functional GTM environment.

Responsibilities

• Win new business and drive revenue for Anthropic within the retail sector.
• Design and execute sales strategies aligned to procurement cycles and budgets.
• Identify new use cases within merchandising, ecommerce, and store ops.
• Navigate stakeholder ecosystems to build consensus and secure deals.
• Inform product roadmaps with feedback from retail customers.
• Refine sales playbooks and processes to improve productivity.

Skills

B2B SaaS sales

Enterprise sales

Retail sector knowledge

Stakeholder management

Negotiation

Communication

Education

Bachelor’s degree

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 API and SaaS solutions to retail organisations across the EMEA markets. You'll drive the adoption of safe, frontier AI by securing strategic deals with retail brands. You'll leverage your consultative sales expertise in the retail sector to propel revenue growth while becoming a trusted partner to retail stakeholders, helping them embed and deploy AI while uncovering its full range of capabilities in merchandising, customer experience, and store operations. In collaboration with GTM, Product, and Marketing teams, you'll continuously refine our value proposition, sales methodology, and market positioning to resonate with retail decision-makers.

The ideal candidate will have a passion for developing new market segments, pinpointing high-potential opportunities, and executing strategies to capture them. By driving deployment of Anthropic's emerging products, you will help enterprises obtain new capabilities while also advancing the ethical development of AI.

Responsibilities:

• Win new business and drive revenue for Anthropic within the retail sector. Navigate complex retail organisations 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 retail procurement cycles and budgeting processes to meet and exceed revenue quotas. Analyze retail 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 merchandising teams, e-commerce divisions, and store operations. Collaborate cross-functionally to differentiate our offerings for retail applications
• Navigate complex retail stakeholder ecosystems including executives, administrators, IT departments, and procurement offices to build consensus
• Inform product roadmaps and features by gathering feedback from users and conveying retail market needs. Provide insights that strengthen our value proposition for retail
• Continuously refine the retail 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:

• 8+ years of B2B sales experience in SaaS, API solutions, or emerging technologies.
• A track record of managing complex sales cycles within retail organisations and securing strategic deals by understanding both technical requirements and retail use cases
• Demonstrated ability to navigate retail organisational structures and procurement processes, building consensus among diverse stakeholders including executives, administrators, and IT departments
• Extensive experience negotiating complex agreements within retail procurement frameworks and policies
• Proven experience exceeding revenue targets by effectively managing an evolving pipeline and sales process
• Excellent communication skills and the ability to present confidently to various retail audiences, from merchandisers and category managers to senior executives
• Deep understanding of retail buying cycles, decision-making processes, and key pain points
• A strategic, analytical approach to assessing the retail market combined with creative, tactical execution to capture opportunities
• A passion for and/or experience with advanced AI systems and their applications. You feel strongly about ensuring frontier AI systems are developed safely and ethically for retail use

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: £280,000 — £330,000 GBP

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 from @anthropic.com email 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.