Manager, Enterprise Account Executive, Tech

Job Application for Manager, Enterprise Account Executive, Tech at Anthropic

Manager, Enterprise Account Executive, Tech San Francisco, CA

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 a Sales Manager at Anthropic, you'll lead a team of Enterprise Account Executives driving the adoption of safe, frontier AI by securing strategic deals with top enterprises in the Tech space. You'll leverage your leadership and consultative sales expertise to propel revenue growth while developing a high-performing team of AEs. Working closely with Applied AI Engineering and Product teams, you'll help customers embed and deploy AI while uncovering its full range of capabilities. In collaboration with GTM 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 people, identifying market opportunities, and executing strategies to capture them. By leading the deployment of Anthropic's emerging products, you will help enterprises obtain new capabilities while also advancing the ethical development of AI.

Responsibilities

Build and lead a high-performing team of Enterprise Account Executives, providing coaching, mentorship, and guidance to drive team success

Develop and implement sales strategies to meet and exceed team revenue quotas

Create and maintain accurate forecasts, pipeline management, and reporting while ensuring data integrity in CRM systems

Partner with Enablement to develop training programs and resources that accelerate AE ramp time and effectiveness

Work closely with Applied AI Engineering teams to demonstrate technical capabilities pre-sales and optimize solutions post-sales

Enable your team to have credible technical conversations while maintaining appropriate guardrails

Build strong partnerships across the organization to drive strategic initiatives

Identify and execute on new market opportunities and use cases for Anthropic's AI solutions

Gather and synthesize customer feedback to inform product direction and enhance customer experience

Build and continuously refine the sales methodology by incorporating learnings into playbooks and best practices

You may be a good fit if you

7+ years of enterprise sales experience driving adoption of emerging technologies

5+ years of sales leadership experience, ideally 3+ leading teams within the the Enterprise segment

Proven track record of building and leading high-performing sales teams, with demonstrated success in coaching and developing AEs

Experience establishing and scaling sales processes, tools, and methodologies in fast-growing organizations

Strong technical acumen and ability to understand complex AI solutions, with experience enabling teams to have credible technical conversations

Track record of successful partnership with technical teams throughout the customer journey

Demonstrated ability to navigate dynamic stakeholder ecosystems and drive cross-functional initiatives

Experience managing complex enterprise sales cycles and helping AEs secure strategic deals

Strong operational rigor in pipeline management, forecasting, and sales metrics

Excellent communication skills and ability to build relationships across all levels

Strategic approach to market analysis combined with tactical excellence in execution

Passion for AI technology and commitment to its safe, responsible development

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 - $435,000 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.

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 you're ever unsure about a communication, don't click any links—visit anthropic.com/careers directly for confirmed position openings.

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...