Enterprise Account Executive - Digital Native Business
Drives enterprise adoption of frontier AI among India’s digital-native businesses, owning complex sales cycles, strategic deals, and market expansion. The role requires 10+ years of enterprise technology sales experience, deep knowledge of India’s startup ecosystem, and the ability to build scalable go-to-market practices.
About the job
Responsibilities
- Win new business and drive revenue in India by owning the full enterprise sales cycle from outbound prospecting through launch.
- Educate prospective digital-native customers about large language models and help them succeed with Anthropic.
- Design and execute India-specific sales strategies to exceed revenue quotas.
- Analyze market trends and identify customer segments, use cases, partnerships, and campaigns across India’s startup and scale-up ecosystem.
- Establish scalable go-to-market practices, playbooks, frameworks, templates, and sales best practices for the India market.
- Gather customer feedback to inform product roadmaps, features, value propositions, and customer experience.
- Advise global leadership on India’s digital-native business landscape, competitive dynamics, and growth opportunities.
Requirements
- 10+ years of enterprise sales experience driving adoption of emerging technologies with digital-native businesses in India.
- Deep knowledge of India’s startup and scale-up ecosystem, including fintech, e-commerce, SaaS, and edtech.
- Experience managing complex sales cycles, strategic deals, customized commercial agreements, and multifaceted technical requirements.
- Ability to navigate complex stakeholder environments and build consensus across technical and business functions.
- Record of exceeding revenue targets in fast-paced organizations.
- Excellent communication, presentation, relationship-building, and cultural fluency in Indian business contexts.
- Entrepreneurial mindset and comfort building processes in ambiguous, early-stage environments.
- Strategic and analytical market assessment skills combined with tactical execution.
- Passion for or experience with advanced AI systems and their safe development.
- Bachelor’s degree or equivalent combination of education, training, and experience.
Nice-to-haves
- Experience selling AI/ML, developer platforms, cloud, or API-based products to technical buyers.
- Relationships with founders, CTOs, and product leaders at prominent Southeast Asian technology companies.
- Experience co-selling with hyperscaler or channel partners.
- Working proficiency in a Southeast Asian language in addition to English, such as Bahasa Indonesia, Vietnamese, or Thai.
- Experience establishing a new market or region for a high-growth technology company.
Compensation and Benefits
- Hybrid policy: staff are expected to work from an office at least 25% of the time; some roles may require more.
- Visa sponsorship may be available, subject to role and candidate eligibility.
Skills
Enterprise Sales, Consultative Selling, LLMs, Artificial Intelligence, Machine Learning, Cloud Platforms, Api Products, Sales Strategy, Go-to-Market Strategy, Complex Sales Cycles, Commercial Negotiation, Revenue Quotas, Market Analysis, Salesforce
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