Enterprise Account Executive, Industries

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Enterprise Account Executive, Industries San Francisco, CA | New York City, NY

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

Anthropic's Industries team partners with the world's 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.

As an Enterprise Account Executive on the Industries team, you'll own a named book of accounts and the full revenue outcome for each. You'll develop a point of view on where Claude creates the most value across a customer's business, build relationships with the executives who sponsor transformation at that scale, and expand the partnership well beyond the original buyer. You'll 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.

This is a role for someone who has owned large, complex accounts end to end and is comfortable operating independently at the executive level.

Responsibilities

Contribute to the Industries team GTM strategy, identifying new use cases within your assigned verticals, winning new business, and sharing feedback with cross-functional teams

Drive strategic expansion within key accounts in established verticals and new logo acquisition within emerging verticals

Break into new accounts and cross-sell into existing business alongside our team of Account Executives

Own a revenue target and all aspects of the sales cycle from prospecting to close, including outbounding and engaging Tier 1 accounts

Lead with conviction by providing clear recommendations based on deep industry expertise rather than presenting a menu of options

Prioritize organizations that can serve as lighthouse customers and references within their industries

Become 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

Collaborate 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

Develop sales collateral, proposals, and presentations to effectively position Anthropic's AI products. Continuously refine sales tactics and share best practices

You may be a good fit if you have

8+ years of enterprise software sales experience, with a track record of owning named accounts at large, complex organizations

Experience managing multi-quarter sales cycles involving multiple stakeholders, technical evaluations, and enterprise procurement

A history of growing accounts meaningfully beyond the original engagement by creating demand across new divisions and use cases

Demonstrated 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

Experience building customer-specific business cases grounded in the customer's own financials and priorities, and defending commercial terms through procurement

Background selling platform, API, cloud infrastructure, or emerging technology into enterprises evaluating a new category

Strong executive presence and the ability to hold a credible conversation across both technical and business audiences

Genuine interest in AI and strong alignment with Anthropic's mission of developing AI systems that are safe and beneficial

What will make you stand out

Direct experience selling into one or more of our core verticals and fluency in how those businesses operate and measure success

Experience as an early AE in a vertical or segment, where you helped build the sales motion rather than inherit it

Background selling developer platforms, cloud infrastructure, or AI/ML tooling into traditional enterprises

Deadline to apply: None. Applications will be reviewed on a rolling basis.

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: $290,000 - $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.

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