Enterprise Account Executive, GSI

Responsibilities

• Own all revenue outcomes for a named book of GSI accounts, driving both new logo acquisition and multi-practice expansion through complex, multi-quarter sales cycles involving partner-led approval, global procurement, and custom commercial terms.
• Develop a clear thesis for each priority firm — where Claude creates value across knowledge management, advisory workflows, deliverable generation, and client engagements — and execute a sequenced engagement plan across practices, regions, and stakeholders.
• Build and independently advance executive relationships with Managing Partners, Practice Leads, MDs, CIOs, CTOs, and Heads of AI/Digital, anchoring every conversation to their strategic priorities: utilization, leverage, realization, and billable productivity.
• Proactively create demand in unengaged practice areas and regions, using early wins as proof points to open new doors across decentralized, partner-led organizations.
• Build quantified, firm-specific business cases mapped to the GSI operating model — using their own language and metrics — that shape deals rather than justify them after the fact.
• Identify and close lighthouse partnerships that become references across the GSI landscape and set up the future sell-with motion.
• Partner cross-functionally with Product, Applied AI, Engineering, and Partnerships to inform the roadmap based on GSI buyer needs, and contribute to the playbook, proof points, and commercial structures that become the repeatable GSI motion.

Requirements

• 8+ years of enterprise software sales experience with a track record of owning named accounts at large, complex, partner-led organizations (global SIs, strategy consultancies), managing multi-quarter sales cycles through technical evaluations, partner-led approval, and global procurement.
• Demonstrated ability to independently build and advance relationships at the Partner, MD, and C-suite level — including practice leadership and innovation/digital executives — and hold credible conversations across both technical and business audiences.
• Experience building firm-specific business cases grounded in the firm's own operating metrics (utilization, leverage, realization, margin) and defending commercial terms through complex negotiations.
• Background selling platform, API, cloud infrastructure, or emerging technology into enterprises evaluating a new category.
• Genuine interest in AI and strong alignment with Anthropic's mission of responsible AI development.
• A history of growing accounts meaningfully beyond the original engagement by proactively creating demand across new practice areas, regions, and use cases.
• Bachelor’s degree or an equivalent combination of education, training, and/or experience.

Nice-to-Haves

• Direct experience selling into Global SI’s or strategy consultancies, and fluency in how partner-led firms 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 partner-led services firms.