Manager, Account Executive - GSIs

WinsAbove; San Francisco (CA); Hybrid; USD 450,000 - 550,000; Full time

Job summary

Anthropic is seeking a Sales Manager to lead a team of Strategic Account Executives, driving adoption of safe, frontier AI by engaging global system integrators and consultancies. You will partner with GTM, Marketing, and Product to refine value, sales methods, and market positioning while developing a high‑performing team and owning revenue growth.

The role requires coaching leaders, building executive relationships, and guiding complex deals through procurement and deployment, with a

Qualifications

• Experience leading strategic sales teams that sell technical, complex products such as API‑first platforms, cloud infrastructure, or data and machine learning platforms.
• A track record of winning and growing strategic customers and/or partners, including building C‑suite relationships with global GSIs, consultancies, or large partner ecosystems.
• Experience designing go‑to‑market coverage for a strategic sales team, including account and partner prioritization.
• Operational rigor across a high‑volume pipeline and multi‑stakeholder sales cycles, balancing velocity with deal quality and accurate forecasting.
• Credibility with technical buyers (CIOs/CTOs/CDOs) and collaboration with solutions architects and applied AI teams.
• Strong coaching skills to raise team performance through deal coaching and account strategy.
• A genuine interest in deploying AI responsibly and advancing Anthropic's mission.

Responsibilities

• Recruit, coach, and retain Strategic Account Executives; develop leadership talent and career paths.
• Codify use cases, proof points, reference stories, and sales motions for GSIs and co‑sell motions with Marketing, Enablement, Partnerships.
• Engage with C‑level executives at GSIs and enterprise clients; build business cases and navigate procurement, security, and legal processes to deployment.
• Own revenue targets and operating rhythm; establish pipeline generation, forecasting, and account planning cadences.
• Collaborate with Applied AI, Solutions Architecture, and Product to design solutions and translate needs into product roadmap input.
• Orchestrate cross‑functional motions with Customer Success, Marketing, Partnerships, Legal, and cloud partners to deliver a seamless experience.

Skills

Strategic sales leadership

C-suite relationships

Go-to-market design

Forecasting & pipeline

Executive coaching

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 a Sales Manager at Anthropic, you’ll lead a team of Strategic Account Executives driving the adoption of safe, frontier AI by winning and growing the world’s largest global systems integrators and consultancies — as both strategic customers and go‑to‑market partners. You’ll leverage your leadership and consultative sales expertise to propel revenue growth while developing a high‑performing team of AEs. Working closely with Applied AI Engineering, Partnerships, and Product teams, you’ll help partners 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 ensure differentiated value across the landscape.

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

Responsibilities

• Recruit, coach, and retain Strategic Account Executives with deep partner/alliance and platform‑selling expertise; develop leadership talent and create career paths that keep top performers growing.
• Codify the use cases, proof points, reference stories, and sales motions that make wins repeatable across each GSI partner and across both the sell‑to and co‑sell motions, partnering with Marketing, Enablement, Partnerships, and the partners themselves to scale them.
• Engage personally with C‑level executives at the GSIs — and, on co‑sell pursuits, at their enterprise clients — building business cases and value narratives and navigating complex procurement, security, and legal processes through to production deployment and expansion.
• Own the organization’s revenue targets and operating rhythm, instilling pipeline‑generation discipline and running forecasting, deal inspection, and account planning cadences that make performance predictable and coachable across both the internal‑adoption and co‑sell pipeline.
• Partner closely with Applied AI, Solutions Architecture, and Product to design solutions, prove value quickly, and translate partner and client needs into product and roadmap input.
• Orchestrate cross‑functional and partner motions with Customer Success, Marketing, Partnerships (PAMs), Legal, and cloud partners to deliver a seamless experience, and represent Anthropic with partners and at industry events as a visible, trusted leader.

You may be a good fit if you have:

• Experience leading strategic sales teams that sell technical, complex products such as API‑first platforms, cloud infrastructure, or data and machine learning platforms.
• A track record of winning and growing strategic customers and/or partners, including building C‑suite relationships, ideally with global systems integrators, consultancies, or other large partner/alliance ecosystems.
• Experience designing go‑to‑market coverage for a strategic sales team, including account and partner prioritization.
• Operational rigor across both a high‑volume pipeline and complex, multi‑stakeholder sales cycles, balancing velocity with deal quality and forecasting accurately in fast‑changing environments.
• Credibility with technical buyers and builders — CIOs, CTOs, CDOs — and experience pairing effectively with solutions architects and applied AI teams.
• Strong coaching skills that raise team performance through deal coaching and account strategy, combined with personal effectiveness alongside executives on high‑priority opportunities.
• A genuine interest in deploying AI responsibly and motivation to advance Anthropic's mission of building safe, beneficial AI.

Strong candidates may have:

• Experience bringing generative AI or LLM‑based products, or other emerging platform technologies, to global systems integrators and consultancies, or to market through partner and alliance channels.
• Established executive relationships and a strategic‑deal track record within global systems integrators or consultancies (e.g., Accenture, Deloitte, PwC, KPMG, EY, TCS, Infosys, Capgemini).
• Experience running co‑sell and build‑with motions with global systems integrators and cloud partners such as AWS and Google Cloud.
• Familiarity with consumption‑ or usage‑based commercial models and value‑based pricing conversations.

The annual compensation range for this role is:

On Target Earnings (OTE): $450,000—$550,000 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 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.