Strategic Pursuits Lead, RevOps

United States Digital Space LLC; San Francisco, New York (CA, NY); Hybrid; USD 250,000 - 350,000; Full time

Job summary

United States Digital Space LLC is seeking a Strategic Pursuits Lead to drive the most strategic enterprise engagements. You will own C-suite discussions, coordinate with the account team and leadership, and architect bespoke solutions that unlock transformational business value.

The role reports to the Head of Strategic Pursuits and requires navigating complex, multi-stakeholder decision processes. You will partner with product and research to shape custom offerings and lead cross-functional

Qualifications

• 15+ years of enterprise technology experience.
• 7+ years leading strategic deals or major account pursuits.
• Proven track record closing $50M–$100M+ enterprise deals with Fortune 100.
• Experience navigating Fortune 500 procurement, legal, security and compliance processes.
• Strong executive presence and stakeholder management.

Responsibilities

• Lead end-to-end orchestration of the company’s most strategic and complex enterprise pursuits.
• Own C-suite relationships in partnership with the account team and field leadership.
• Design and execute sophisticated account strategies positioning Claude as mission-critical infrastructure for enterprise transformation.
• Navigate multi-stakeholder decision processes across technical, business, legal, security, and procurement functions.
• Partner with product and research 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 engagements.
• Drive competitive differentiation in head-to-head pursuits against incumbents.
• Codify best practices into playbooks for reuse by the broader commercial org.

Skills

Executive presence

C-suite engagement

Strategic dealmaking

Enterprise sales

Cross-functional leadership

Education

Bachelor's degree

Equivalent education/experience

Job description

About the company

the company’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 the company, 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 the company’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 the company 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

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:

$1-$2 USD

LogisticsMinimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experienceRequired field of study:A field relevant to the role as demonstrated through coursework, training, or professional experienceMinimum years of experience: Years of experience required will correlate with the internal job level requirements for the positionLocation-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 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 the company 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 the company,