Scaled Enterprise Account Executive, Industries

anthropic; New York, San Francisco (NY, CA); On-site; USD 290,000 - 380,000; Full time

Job summary

Anthropic is seeking an experienced Scaled Enterprise Account Executive to own a book of enterprise accounts and drive the full revenue outcome. You will generate your own pipeline, run high-velocity cycles from first contact to close, and shape how Claude creates value for each account.

In this role, you will collaborate with Product, Applied AI, and GTM to test approaches at scale, while building the scalable motion from the ground up.

Qualifications

• 3-5+ years selling into enterprise accounts as a full-cycle individual contributor.

Responsibilities

• Own all revenue outcomes for a book of enterprise accounts.
• Generate the majority of your own pipeline through outbound, creative prospecting, and proactive multithreading into enterprise accounts.
• Run a high-velocity sales cycle from first meeting through close, qualifying quickly, advancing rigorously, and knowing when to walk.
• Develop a clear point of view on where Claude creates value in each account and bring that POV to technical and business stakeholders alike.
• Build relationships with directors, VPs, and executive sponsors within your enterprise accounts, earning the right to expand by delivering early wins.
• Negotiate and close commercial agreements involving technical evaluations, security review, and enterprise procurement.
• Partner with Product, Applied AI, and Engineering to surface what's working, what's not, and what enterprise buyers need next.
• Contribute to the playbook, proof points, and motion that this team is building from the ground up.

Skills

Enterprise sales

Full-cycle sales

Pipeline generation

Hunter mindset

Technical sales

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

Anthropic's Scaled Enterprise team is a high-velocity sales motion built to bring frontier AI to a broad set of enterprise accounts. We're focused on reaching new customers efficiently, turning first conversations into real, expanding partnerships, and building the playbook for how Anthropic shows up at scale.

As a Scaled Enterprise Account Executive, you'll own a book of enterprise accounts and the full revenue outcome for each. You'll generate your own pipeline, run a high-velocity sales cycle from first conversation through close, and develop a clear point of view on where Claude creates value in each account. You'll work closely with Product, Applied AI, and GTM to learn what's working at scale and feed it back into the playbook we're building from the ground up.

This is a role for someone who thrives in hypergrowth, gets energy from breaking into new enterprise accounts, and wants to help build the scaled motion at Anthropic — not inherit one.

Responsibilities

Own all revenue outcomes for a book of enterprise accounts, driving new logo acquisition and early expansion across multiple use cases

Generate the majority of your own pipeline through outbound, creative prospecting, and proactive multithreading into enterprise accounts that have not yet engaged with Anthropic

Run a high-velocity sales cycle from first meeting through close, qualifying quickly, advancing rigorously, and knowing when to walk

Develop a clear point of view on where Claude creates value in each account and bring that POV to technical and business stakeholders alike

Build relationships with directors, VPs, and executive sponsors within your enterprise accounts, earning the right to expand by delivering early wins

Negotiate and close commercial agreements involving technical evaluations, security review, and enterprise procurement

Partner with Product, Applied AI, and Engineering to surface what's working, what's not, and what enterprise buyers need next

Contribute to the playbook, proof points, and motion that this team is building from the ground up

You may be a good fit if you have

3-5+ years selling into enterprise accounts as a full-cycle individual contributor carrying a bag, with a track record of consistently exceeding quota

Experience selling at a hypergrowth company, where the playbook was still being written and you helped write it

A hunter mindset and demonstrated success generating your own enterprise pipeline and breaking into new enterprise accounts

Experience running enterprise sales cycles involving technical evaluations, security review, and procurement

Comfort engaging both technical and business buyers at the director and VP level within enterprise organizations

Background selling platform, API, cloud infrastructure, developer tools, or AI/ML into enterprise

Strong commercial instincts and the ability to qualify quickly and advance rigorously

Genuine interest in AI and strong alignment with Anthropic's mission of developing AI systems that are safe and beneficial

What will make you stand out

Experience at a hypergrowth enterprise infrastructure or developer tools company in its scaling years

Track record as one of the early AEs on a new team, segment, or product where you helped build the motion rather than inherit it

Background in developer tools, API, or AI/ML sales into technical buyers

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 - $380,000 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 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.

We encourage you to apply even if you do not believe you meet every single qualification. 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.

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.

We believe that AI will have a transformative impact on the world, and we’re seeking exceptional candidates who collaborate thoughtfully with Claude to realize this vision. At the same time, we want to understand your unique skills, expertise, and perspective through our hiring process. We invite you to review our AI partnership guidelines for candidates and confirm your understanding by selecting “Yes.”

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.

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