Head of Sales Excellence & Methodology

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

Anthropic's sales organization is growing quickly across segments, industries, and geographies, and how we sell has to mature as fast as the team does. We are looking for a Head of Sales Excellence & Methodology to own the substance of sales enablement at Anthropic: the sales methodology itself, the standard for what excellent selling looks like here, and the change management that makes it stick in the field.

You will define a common way of selling that holds up across very different customers, from startups to the largest global enterprises, and then lead the organization through adopting it. That means earning sponsorship from senior sales leadership, equipping frontline managers to coach to the methodology instead of only inspecting for it, and building alongside sellers so the result reflects how deals are really won.

This is a leadership role for someone who has taken a sales organization through real transformation and can show that it changed behavior and results. You will set direction, [build and lead a team], and stay close enough to the field to know when something is not working.

Key responsibilities:

Define, document, and evolve Anthropic's sales methodology and process standards, including discovery, qualification, deal strategy, and deal review, so that sellers in every segment and region share a common language

Design and run the rollout and reinforcement of methodology changes across the sales organization, securing executive sponsorship and making clear what is expected of each level of sales leadership

Equip frontline managers to coach to the methodology in pipeline reviews, deal reviews, and forecasting, so that it becomes part of the operating rhythm

Sequence and deliver complex, multi-audience programs across geographies, segments, industries, and roles that scale globally while adapting where local or segment differences matter

Develop content, frameworks, and standards together with sellers and sales leaders, testing them on live deals before scaling

Define the leading and lagging indicators that show whether the methodology is changing seller behavior and outcomes, and act on what the data shows

Partner with Sales Leadership, Revenue Operations, Product, Marketing, and the wider Sales Enablement team so the methodology is reflected in systems, messaging, and day-to-day workflows

Apply Claude and internal tooling to personalize coaching and reinforcement, so that quality does not depend on headcount

Practitioner-level expertise in sales methodology and sales process design, including discovery, qualification, deal strategy, deal review, and forecasting

Have led a methodology or sales process change across a sales organization, and can show how seller behavior and results changed as a result

Have run enablement or sales excellence programs spanning multiple geographies, segments, industries, or roles

Have worked directly with senior sales leaders and frontline managers to secure sponsorship for change, including holding a position constructively when they disagreed

Have built programs with sellers and sales leaders, testing them on live deals, instead of handing down finished programs

Have defined and tracked adoption and impact measures that go beyond completion and satisfaction scores

Communicate clearly, in writing and in conversation, with executive audiences

Preferred qualifications:

Experience building and leading a team of senior enablement or sales excellence professionals

A clear, experience-based view of where common sales methodologies break down in practice

Prior experience carrying a quota or leading a sales team

Experience at an AI company or an enterprise technology company during a period of rapid sales team scaling

Hands-on experience using Claude or similar AI tools to automate or personalize coaching and reinforcement

Experience selling, or enabling the sale of, complex technical products to both technical and business buyers

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.

$310,000 - $360,000 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.

We 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 you're interested in this work. 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 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.

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 Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.

Come work with us!

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.

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