Manager, Account Executive - Enterprise Sales

About this role

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 leader within our Enterprise Industries sales team, you will build and lead an industry-aligned team that brings transformational AI to enterprises across telecommunications, media & entertainment, retail & consumer, industrials & manufacturing, and business services. These are companies rethinking how they serve customers, create and distribute content, run stores and supply chains, and operate physical infrastructure — and they're looking for a partner they trust to take frontier AI from promising pilots into production at the core of their business.

You'll own a broad portfolio of enterprise accounts at very different stages of AI adoption, from organizations already running Claude in production to those just beginning their journey. You will lead Enterprise Account Executives, design the coverage and territory model, and build the repeatable, industry-specific plays that turn early wins into durable, scaled adoption. The selling is technical and multi-stakeholder — platform decisions, security and procurement rigor, and solutions built on Claude through our API, Claude for Enterprise, Claude Code, and partner cloud platforms — and you'll shape strategy and operating rhythm while staying personally engaged with executives on the pursuits that matter most.

This is a rare opportunity to build a team, not just run a number: to shape how a broad cross-section of the economy adopts frontier AI, and to do it at a company where safety, trust, and long-term customer outcomes are central to how we sell.

Key responsibilities:

• Recruit, coach, and retain Enterprise Account Executives with deep industry and platform-selling expertise; develop and retain top talent

• Codify the use cases, proof points, reference stories, and sales motions that make wins repeatable within each industry, partnering with Marketing, Enablement, and partner teams to scale them

• Engage personally with C-level executives on priority pursuits, building business cases and value narratives and navigating complex procurement, security, and legal processes through to production deployment and expansion

• Own the team’s revenue targets and operating rhythm, instilling pipeline-generation discipline and running forecasting, deal inspection, and account planning cadences that make performance predictable and coachable across a high-volume book of business

• Partner closely with Applied AI, Solutions Architecture, and Product to design solutions, prove value quickly, and translate industry needs into product and roadmap input

• Orchestrate cross-functional and partner motions with Customer Success, Marketing, Partnerships, Legal, and cloud partners to deliver a seamless customer experience, and represent Anthropic with customers and at industry events as a visible, trusted leader

Minimum qualifications:

• Experience leading enterprise sales teams that sell technical, complex products such as API-first platforms, cloud infrastructure, or data and machine learning platforms

• A track record of winning and growing enterprise customers, including building C-suite relationships, in one or more of our focus industries (telecommunications, media & entertainment, retail & consumer, industrials & manufacturing, or business services)

• Experience designing go-to-market coverage for an enterprise sales team, including but not limited to account prioritization

• Operational rigor across both a high-volume pipeline and complex, multi-stakeholder sales cycles, balancing velocity with deal quality and forecasting accurately in fast-changing environments

• Credibility with technical buyers and builders — CIOs, CTOs, CDOs — and experience pairing effectively with solutions architects and applied AI teams

• Strong coaching skills that raise team performance through deal coaching and account strategy, combined with personal effectiveness alongside executives on high-priority opportunities

• A genuine interest in deploying AI responsibly and motivation to advance Anthropic's mission of building safe, beneficial AI

Preferred qualifications:

• Experience bringing generative AI or LLM-based products, or other emerging platform technologies, to enterprises in these industries

• Experience selling with and through cloud and ecosystem partners such as AWS, Google Cloud, and global systems integrators

• Experience standing up or running scaled or velocity sales motions alongside traditional field coverage

• Familiarity with consumption- or usage-based commercial models and value-based pricing conversations

• Experience leading organizations through rapid growth, re-segmentation, or significant change

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: $435,000 — $550,000 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. Bu

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