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Strategic Account Executive, Digital Native Business

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

As a Strategic 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:

  • 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
  • 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
  • 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 with an ability to mobilize internal resources including product, engineering, and partnership teams. Experience coordinating complex deals that require multiple internal stakeholders
  • Resourcefulness and problem-solving abilities when faced with complex challenges. Demonstrated ability to navigate ambiguous situations and find creative solutions
  • High level of organization and attention to detail with strong forecasting accuracy. Ability to manage multiple complex opportunities simultaneously
  • Passion for AI and emerging technologies with enthusiasm for helping organizations transform through responsible AI deployment. Strong alignment with Anthropic's mission of developing safe, beneficial AI systems

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

The expected salary range for this position is:

Annual Salary:

$350,000 - $410,000 USD

Logistics

Education requirements: We require at least a Bachelor's degree in a related field or equivalent experience.

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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