Enterprise Account Executive, Industries - BFSI

EngineersOfAI; Mumbai; On-site; INR 4,500,000 - 7,500,000; Full time

Job summary

Anthropic is seeking an Enterprise Account Executive, Industries - BFSI in India to lead the go-to-market with banks, NBFCs, insurers, and fintechs. You will build the ground-up presence and secure transformative AI deals leveraging Claude.

You will navigate regulated financial environments, engage with CXOs, and shape the India BFSI playbook while collaborating with global teams to adapt to local market dynamics. Travel across India is expected.

Qualifications

• 15+ years of enterprise sales experience in the Indian market, with a proven track record of closing large, complex deals, ideally across BFSI sector
• Deep understanding of how Indian financial institutions operate, including decision-making processes, budget cycles, and stakeholder dynamics
• Experience selling transformational technology (Cloud, AI/ML, Digital Transformation platforms) to Indian enterprises
• Established relationships with senior executives across banks, NBFCs, insurers, or fintechs
• Understanding of the Indian regulatory landscape, including RBI, NSE, IRDAI, and SEBI requirements, data protection laws, and sector-specific compliance

Responsibilities

• Establish Anthropic's presence across India's BFSI sector with major banks, NBFCs, insurers, and fintechs
• Develop BFSI-specific go-to-market strategies considering RBI, IRDAI, SEBI rules
• Build relationships with CXOs and senior stakeholders at leading financial institutions
• Own end-to-end enterprise sales cycles for multi-stakeholder deals
• Collaborate with partners and internal product teams to tailor AI solutions for BFSI needs

Skills

Enterprise sales

BFSI domain knowledge

Stakeholder management

Negotiation

Partnership development

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

We are seeking an Enterprise Account Executive, Industries - BFSI to pioneer Anthropic's enterprise AI adoption across India's banking, financial services, and insurance sector. You will build our presence from the ground up, securing transformative deals with leading banks, NBFCs, insurers, and fintechs, and establishing Anthropic as their trusted AI partner for digital transformation. You will navigate the complex, regulated environment of Indian financial institutions and position Claude as the AI solution that drives both efficiency and innovation while maintaining the highest standards of safety and reliability. As one of our first industry specialists in India, you will shape our BFSI go-to-market strategy and build the playbook for how Anthropic serves financial institutions, working closely with global teams while adapting our approach to local market dynamics. This position is based in Bangalore, Mumbai, or NCR, with travel across India.

Key responsibilities

• Establish Anthropic's enterprise presence across India's BFSI sector, including public and private sector banks, NBFCs, insurers, asset managers, and fintechs
• Develop BFSI-specific strategies that account for RBI, IRDAI, and SEBI requirements, data localization needs, and sector compliance standards
• Build relationships with key stakeholders, including CXOs, Chief Risk and Compliance Officers, digital transformation leaders, and innovation heads at India's top financial institutions
• Create the India BFSI playbook for enterprise AI adoption, documenting successful approaches that can scale across the region
• Own end-to-end sales cycles for complex, multi-stakeholder enterprise deals, often involving board-level decisions
• Drive strategic expansion within lighthouse accounts that can serve as references for the entire BFSI industry
• Navigate procurement processes unique to Indian financial institutions, including vendor risk assessments, rate contracts, empanelment procedures, and multi-year agreements
• Collaborate with system integrators and consulting partners who often influence technology decisions at banks and insurers
• Co-innovate with customers to develop BFSI use cases, from vernacular customer service and fraud detection to credit underwriting and automated compliance reporting
• Understand sector-specific challenges such as financial inclusion, legacy core banking modernization, and data security in regulated environments
• Position AI strategically within the context of Digital India initiatives and financial sector modernization programs
• Ensure successful deployments that can scale from proof-of-concept to enterprise-wide implementation
• Partner with global product teams to prioritize features critical for Indian financial institutions, such as multi-language support, data residency, auditability, and integration with local systems
• Collaborate with legal and compliance teams to navigate India's evolving AI and data protection regulations
• Provide market intelligence on competitive dynamics, pricing expectations, and emerging BFSI use cases unique to India
• Build internal alignment between Anthropic's global strategy and India's market requirements

Minimum qualifications

• 15+ years of enterprise sales experience in the Indian market, with a proven track record of closing large, complex deals, ideally across BFSI sector
• Deep understanding of how Indian financial institutions operate, including decision-making processes, budget cycles, and stakeholder dynamics
• Experience selling transformational technology (Cloud, AI/ML, Digital Transformation platforms) to Indian enterprises
• Established relationships with senior executives across banks, NBFCs, insurers, or fintechs
• Understanding of the Indian regulatory landscape, including RBI, NSE, IRDAI, and SEBI requirements, data protection laws, and sector-specific compliance