Strategic Account Executive, Tech

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 an Account Executive at Anthropic, you'll drive the adoption of safe, frontier AI by securing strategic deals with top digital native enterprises, unlocking new value streams throughout their business. You'll leverage your consultative sales expertise to propel revenue growth while becoming a trusted partner to customers, helping them embed and deploy AI while uncovering its full range of capabilities. In collaboration with GTM, product, and marketing teams, you'll continuously refine our value proposition, sales methodology, and market positioning to ensure differentiated value across the landscape.

The ideal candidate will have a passion for developing new market segments, pinpointing high-potential opportunities, and executing strategies to capture them. By driving deployment of Anthropic's emerging products, you will help enterprises obtain new capabilities while also advancing the ethical development of AI.

Responsibilities:

Win new business and drive revenue within a book of strategic digital native accounts. Own the full sales cycle from prospecting to close, identifying and developing new opportunities across multiple business units and use cases

Navigate complex organizational structures and build consensus among diverse stakeholder groups. Develop multi-threaded relationships from individual contributors to C-suite executives

Design and execute innovative sales strategies to meet and exceed revenue quotas. Analyze your account's landscape, trends, and dynamics to translate high-level plans into targeted sales activities and campaigns

Spearhead expansion by pinpointing new use cases and business units. Collaborate cross-functionally to differentiate our offerings and sustain a competitive edge within your strategic account

Own sophisticated deal cycles involving multiple stakeholders, technical evaluations, and complex procurement processes. Demonstrate resourcefulness when faced with challenges that defy easy solution

Build and maintain accurate pipeline forecasting while ensuring high forecast accuracy and consistency. Identify robust set of business drivers behind all opportunities

Inform product roadmaps and features by gathering customer feedback and conveying market needs. Provide insights that strengthen our value proposition and enhance the customer experience

Continuously refine the sales methodology by incorporating learnings into playbooks, templates, and best practices. Identify process improvements that optimize sales productivity and consistency

You may be a good fit if you have:

10+ years of enterprise sales experience with a proven track record of closing complex deals with strategic accounts. Experience managing sophisticated sales cycles and securing deals with extended timelines and multiple stakeholders

Experience selling emerging technologies or complex solutions to large digital native companies. Ability to navigate technical evaluations and translate complex capabilities into business value

A strong executive presence with demonstrated ability to engage C-suite executives and senior stakeholders. Experience presenting to boards and aligning solutions with strategic business initiatives

Exceptional relationship building skills with proven ability to develop multi-threaded relationships across large organizations. Experience building consensus among diverse stakeholder groups

A consultative sales approach with focus on understanding customer business challenges and crafting tailored solutions. Ability to position yourself as a strategic advisor rather than a vendor

Strong cross-functional collaboration skills …