Mid-Market Account Executive, Industries

Anthropic; San Francisco (CA); On-site; USD 290,000 - 360,000; Full time

Job summary

Anthropic is seeking a Mid-Market Account Executive for its Industries team. You will drive adoption of frontier AI by securing strategic deals with mid-market companies, leveraging consultative sales and technical acumen to grow revenue and embed AI solutions.

You will collaborate across GTM, Product, Engineering, and cross-functional teams to refine value propositions, develop tailored AI solutions, and co-innovate with customers on the product roadmap while expanding key accounts.

Qualifications

• 3+ years of enterprise B2B sales experience in technology.
• Experience automating workflows in sales processes.
• Proven experience exceeding revenue targets in fast-paced organizations.
• Excellent communication skills and ability to engage across all levels from ICs to C-level.
• Team player with a hands-on, roll-up-your-sleeves mentality.
• Strategic, analytical market assessment with tactical execution.
• Passion for AI and frontier AI safety.

Responsibilities

• Contribute to the Mid‑Market GTM strategy, identify new use cases, win new business, and share feedback with cross-functional teams.
• Drive strategic expansion within key accounts and new-logo acquisition in emerging verticals.
• Own a revenue target and all aspects of the sales cycle from prospecting to close.
• Become a trusted advisor to customers, co-innovate with them, and sell on the product roadmap.
• Collaborate with Product, Customer Success, Legal, Marketing, and Applied AI to bring new solutions to market and influence roadmaps.
• Develop sales collateral, proposals, and presentations to position Anthropic’s AI products; refine tactics.

Skills

Enterprise B2B sales

SaaS sales

Strategic selling

Revenue target achievement

Cross-functional collaboration

Education

Bachelor's degree or equivalent

Job description

Mid-Market Account Executive, Industries

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 Mid-Market Account Executive on Anthropic's Industries team, you will drive the adoption of safe, frontier AI by securing strategic deals with mid‑market companies in key verticals, unlocking new value streams throughout their business. You will leverage your consultative sales expertise and technical acumen to propel revenue growth while becoming a trusted partner to customers, helping them embed and deploy AI while uncovering its full range of capabilities. In collaboration with GTM, Product, Engineering, and cross‑functional teams you will continuously refine our value proposition, sales methodology, and market positioning to ensure differentiated value across the landscape.

You will contribute to the GTM strategy for our Industries team, focusing on sector‑specific solutions and strategies within key verticals. The Mid‑Market team is pioneering a new scaled sales playbook, where human AEs direct AI Agents to automate key elements of the buyer’s journey, while maintaining human engagement with prospects in those aspects that can’t yet be automated.

You should be passionate about building a fundamentally new sales motion, by experimenting with new programs and workflows, and ultimately evangelizing the potential of Transformative AI to mid‑market companies across verticals.

Responsibilities

• Contribute to the Mid‑Market 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.
• Own a revenue target and all aspects of the sales cycle from prospecting to close, including finding key workflows to automate and agentify.
• 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, Customer Success, 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.

Qualifications

• 3+ years of enterprise B2B sales experience in technology, preferably in SaaS, API solutions, or emerging technologies.
• Experience automating workflows or building automations to handle the repeatable components of a sales process.
• Proven experience exceeding revenue targets in fast‑paced organizations by effectively managing an evolving pipeline and sales process.
• Excellent communication skills and the ability to present confidently and build connections across all customer levels, from ICs to C‑level executives.
• A knack for bringing order to chaos and an enthusiastic “roll up your sleeves” mentality. You are a true team player.
• A strategic, analytical approach to assessing markets combined with creative, tactical execution to capture opportunities.
• A passion for and/or experience with advanced AI systems. You feel strongly about ensuring frontier AI systems are developed safely.
• Location: This role does require being in office 4x a week in one of our hubs.

Compensation

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.

$290,000 - $360,000 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.
• Visa sponsorship: We sponsor visas for qualified candidates. If you receive an offer, we will make every reasonable effort to help you obtain a visa.

Equal Employment Opportunity

As set forth in Anthropic’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.