Enterprise Account Executive, Industries

divh2Enterprise Account Executive, Industries/h2pSan Francisco, CA | New York City, NY/ph3About Anthropic/h3pAnthropics 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./ph3About the Role/h3pAnthropics Industries team partners with the worlds largest enterprises across retail, manufacturing, automotive, consumer goods, hospitality, and commercial real estate to deploy frontier AI into the core of how they operate. These are complex, multi-division organizations where the first engagement is rarely the full opportunity, and where lasting partnerships are built at the executive level./ppAs an Enterprise Account Executive on the Industries team, youll own a named book of accounts and the full revenue outcome for each. Youll develop a point of view on where Claude creates the most value across a customers business, build relationships with the executives who sponsor transformation at that scale, and expand the partnership well beyond the original buyer. Youll work closely with Product, Applied AI, and GTM leadership to shape how Anthropic shows up in your vertical, while advancing our mission of developing AI that is safe, beneficial, and deployed responsibly./ppThis is a role for someone who has owned large, complex accounts end to end and is comfortable operating independently at the executive level./ph3Responsibilities/h3ulliContribute to the Industries team GTM strategy, identifying new use cases within your assigned verticals, winning new business, and sharing feedback with cross-functional teams/liliDrive strategic expansion within key accounts in established verticals and new logo acquisition within emerging verticals/liliBreak into new accounts and cross-sell into existing business alongside our team of Account Executives/liliOwn a revenue target and all aspects of the sales cycle from prospecting to close, including outbounding and engaging Tier 1 accounts/liliLead with conviction by providing clear recommendations based on deep industry expertise rather than presenting a menu of options/liliPrioritize organizations that can serve as lighthouse customers and references within their industries/liliBecome 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/liliCollaborate extensively with cross-functional partners including product, engineering, legal, marketing, and Applied AI to help bring new solutions to market and provide feedback to shape roadmaps/liliDevelop sales collateral, proposals, and presentations to effectively position Anthropics AI products. Continuously refine sales tactics and share best practices/li/ulh3You May Be a Good Fit If You Have/h3ulli8+ years of enterprise software sales experience, with a track record of owning named accounts at large, complex organizations/liliExperience managing multi-quarter sales cycles involving multiple stakeholders, technical evaluations, and enterprise procurement/liliA history of growing accounts meaningfully beyond the original engagement by creating demand across new divisions and use cases/liliDemonstrated ability to independently build and advance relationships at the C-suite and SVP level, including preparing for and leading executive conversations without relying on internal executive sponsorship/liliExperience building customer-specific business cases grounded in the customers own financials and priorities, and defending commercial terms through procurement/liliBackground selling platform, API, cloud infrastructure, or emerging technology into enterprises evaluating a new category/liliStrong executive presence and the ability to hold a credible conversation across both technical and business audiences/liliGenuine interest in AI and strong alignment with Anthropics mission of developing AI systems that are safe and beneficial/li/ulh3What Will Make You Stand Out/h3ulliDirect experience selling into one or more of our core verticals and fluency in how those businesses operate and measure success/liliExperience as an early AE in a vertical or segment, where you helped build the sales motion rather than inherit it/liliBackground selling developer platforms, cloud infrastructure, or AI/ML tooling into traditional enterprises/li/ulh3Logistics/h3pMinimum education: Bachelors degree or an equivalent combination of education, training, and/or experience/ppRequired field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience/ppMinimum years of experience: Years of experience required will correlate with the internal job level requirements for the position/ppLocation-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./ppVisa sponsorship: We do sponsor visas! However, we arent 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./ppWe 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 youre interested in this work. Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If youre ever unsure about a communication, dont click any linksvisit anthropic.com/careers directly for confirmed position openings./ph3How Were Different/h3pWe 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. Were 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./ppThe 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./ph3Come Work With Us!/h3pAnthropic 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./p/div