Strategic Pursuits Lead, RevOps

Anthropic; San Francisco (CA); Hybrid; USD 300,000 - 400,000; Full time

Benefits offered by this job

Visa sponsorship

Hybrid work in SF offices

Competitive compensation

Job summary

Anthropic in San Francisco is seeking a Strategic Pursuits Lead to own the largest, most complex enterprise engagements end-to-end. You will advance C-suite conversations, coordinate with the account team and field leadership, and craft bespoke solutions that unlock transformational business value.

This role reports to Head of Strategic Pursuits and requires 15+ years in enterprise technology, with a proven track record closing high-value deals and navigating multi-stakeholder decision

Qualifications

• 15+ years of enterprise technology sales experience.
• 7+ years leading strategic deals or major account pursuits.
• Proven track record closing multiple $50M–$100M+ enterprise technology deals with Fortune 100.
• Deep expertise in complex B2B sales cycles and cross-functional coordination.
• Strong understanding of AI/ML deployment models and cloud infrastructure.

Responsibilities

• Lead end-to-end orchestration of Anthropic’s most strategic enterprise pursuits.
• Own the C-suite relationships and discussions in partnership with the account team.
• Design and execute account strategies positioning Claude as mission-critical infrastructure.
• Coordinate cross-functional pursuit resources across sales, partnerships, and engineering.
• Codify best practices into playbooks for scalable future pursuits.

Skills

Enterprise sales leadership

C-suite engagement

Strategic account management

Complex deal orchestration

AI/ML deployment knowledge

Education

Bachelor’s degree or equivalent

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 Strategic Pursuits Lead at Anthropic, you will operate as an elite individual contributor running our largest and most complex enterprise pursuits end-to-end. You will serve as the strategic quarterback for high-stakes engagements with Fortune 100 companies and global institutions, owning the C-suite relationships and discussions each pursuit demands while working hand in hand with the account team and field leadership who own the account. That ownership is an and, not an or, and the pursuit only works when both are true. You will coordinate across product, research, partnerships, legal, and executive leadership, and architect bespoke solutions that unlock transformational business value. When the agreement is signed, you will hand the account back in a healthy state, with the account team positioned to execute what was signed and a playbook behind you. This role reports directly to the Head of Strategic Pursuits.

Responsibilities

• Lead end-to-end orchestration of Anthropic’s most strategic and complex enterprise pursuits, typically $XXXM+ in potential lifetime value
• Own the C-suite relationships and discussions on each pursuit, in full partnership with the account team and field leadership who own the account
• Design and execute sophisticated account strategies that position Claude as mission-critical infrastructure for enterprise transformation
• Navigate intricate multi-stakeholder decision processes across technical, business, legal, security, and procurement functions
• Partner with product and research teams to shape custom solutions and influence roadmap priorities for strategic accounts
• Coordinate cross-functional pursuit resources including sales, partnerships, technical specialists, and executive sponsors
• Develop innovative commercial structures, deployment models, and partnership frameworks for complex strategic engagements
• Drive competitive differentiation in head-to-head pursuits against established technology incumbents
• Codify what works into playbooks and constructs the broader commercial organization can reuse, and plan every pursuit's handback so the account team is set up to deliver what was signed
• Represent Anthropic in high-stakes negotiations and executive forums with global business leaders

You may be a good fit if you have

• 15+ years of progressive experience in enterprise technology, with at least 7+ years personally leading strategic deals or major account pursuits
• Proven track record of closing multiple $50M-100M+ enterprise technology deals with Fortune 100 companies as the primary deal owner
• Deep expertise in complex B2B sales cycles involving C-suite engagement, technical validation, and cross-functional coordination
• Demonstrated ability to architect sophisticated solutions that address complex enterprise requirements
• Strong understanding of enterprise AI/ML deployment models, cloud infrastructure, and API integration patterns
• Exceptional strategic thinking with the ability to synthesize business, technical, and competitive dynamics
• Outstanding executive presence and ability to build trust with C-level stakeholders
• Experience navigating Fortune 500 procurement, legal, security, and compliance processes
• Track record of winning in highly competitive, must-win pursuit scenarios

Annual Salary

$300,000 - $400,000 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.

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.

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.