Mid-Market Account Executive, Industries

WinsAbove; San Francisco (CA); Hybrid; USD 290,000 - 360,000; Full time

Job summary

Anthropic is seeking a Mid-Market Account Executive to drive adoption of frontier AI in key verticals. You will secure strategic deals, leverage consultative skills, and partner with cross-functional teams to deliver differentiated value.

You will contribute to GTM strategy, scale a new sales playbook with human AEs directing AI Agents, and evangelize Transformative AI to mid-market companies across industries.

Qualifications

• 3+ years of enterprise B2B software sales experience.
• Experience automating workflows or building automations to streamline sales processes.
• Proven track record of exceeding revenue targets in fast-paced environments.
• Excellent communication skills with the ability to connect across all levels, from ICs to C-level.
• Strong team player with a proactive, hands-on attitude.
• Strategic, analytical thinking with creative execution to seize opportunities in markets.
• Passion for and/or experience with advanced AI systems and safe deployment.
• Location: role requires being in the office 4x a week at one of our hubs.

Responsibilities

• Contribute to the Mid-Market GTM strategy and identify new use cases within assigned verticals.
• Drive expansion within key accounts and acquire new logos in emerging verticals.
• Own revenue targets and manage the full sales cycle from prospecting to close.
• Advise customers and co-innovate on product roadmaps while setting expectations.
• Collaborate with Product, Customer Success, Legal, Marketing, and Applied AI to bring new solutions to market.
• Develop sales collateral, proposals, and presentations to position Anthropic's AI products.

Skills

Enterprise B2B sales

SaaS experience

Automation workflows

Pipeline management

Excellent communication

Cross-functional collaboration

Strategic thinking

AI systems familiarity

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 Mid-Market Account Executive on Anthropic's Industries team, you'll 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'll 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'll continuously refine our value proposition, sales methodology, and market positioning to ensure differentiated value across the landscape.

You will be contributing to the GTM strategy for our Industries team, focusing on sector‑specific solutions and strategies within key verticals. In addition, 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 the elements of a sales process that can’t 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.

Annual Salary: $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

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. If we make you an offer, we will make every reasonable effort to obtain a visa, and we retain an immigration lawyer to help with this.