Mid-Market Account Executive, Tech

divh2Mid-Market Account Executive, Tech/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/h3pAs a Mid-Market Account Executive on Anthropics High Tech team, youll drive the adoption of safe, frontier AI by securing strategic deals with tech-forward mid-market companies, unlocking new value streams throughout their business. The role sits at the intersection of consultative selling and technical fluency, helping customers empower their workforce, accelerate processes, and build products with Claude. In collaboration with GTM, Product, Engineering, and cross-functional teams, youll continuously refine our value proposition, sales methodology, and market positioning to ensure differentiated value across the ecosystem./ppYou will be contributing to the GTM strategy for our High Tech team, focusing on sector-specific solutions and strategies within key verticals. In addition, the Mid-Market team is pioneering a new scaled sales playbook, where human AEs direct AI Agents to automate key elements of the buyers journey, while maintaining human engagement with prospects in the elements of a sales process that cant be automated./ph3Responsibilities:/h3ulliRun an end-to-end sales cycle, from first outbound to launch/liliWin new business and expand existing accounts/liliBuild and execute sales strategies that drive quota attainment. Identify market opportunities, generate pipeline, and drive revenue/liliBecome a trusted advisor to customers, understanding their unique needs and crafting tailored AI solutions/liliLeverage your technical aptitude to earn credibility with engineers, product leaders, and executives/liliShape product roadmaps by gathering customer feedback and translating market needs into actionable insights for Product and Engineering teams/liliContribute to the Mid-Market GTM strategy by sharing learnings, refining playbooks, and identifying process improvements that make the team more effective/li/ulh3You May Be a Good Fit If You Have:/h3ulli4+ years of enterprise sales experience driving adoption of emerging technologies with a consultative, solutions-oriented sales approach/liliProven experience exceeding revenue targets in fast-paced organizations by effectively managing an evolving pipeline and sales process/liliDemonstrated ability to navigate dynamic stakeholder ecosystems, building consensus and providing innovative solutions to disparate groups/liliExtensive experience negotiating highly complex, customized commercial agreements with multiple stakeholders/liliExcellent communication skills with the ability to build trust and credibility with C-level executives/liliExperience automating workflows or building automations to handle the repeatable components of a sales process/liliA passion for and/or experience with advanced AI systems. You feel strongly about ensuring frontier AI systems are developed safely/liliThis role does require being in office 4x a week in one of our hubs/li/ulpThe annual compensation range for this role is listed below. For sales roles, the range provided is the roles On Target Earnings (OTE) range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role./ppAnnual Salary: $290,000 - $360,000 USD/ph3Logistics/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. We think AI systems like the ones were 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. 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