Responsibilities
- Own all revenue outcomes for a book of enterprise accounts, driving new logo acquisition and early expansion across multiple use cases
- Generate the majority of your own pipeline through outbound, creative prospecting, and proactive multithreading into enterprise accounts that have not yet engaged with Anthropic
- Run a high-velocity sales cycle from first meeting through close, qualifying quickly, advancing rigorously, and knowing when to walk
- Develop a clear point of view on where Claude creates value in each account and bring that POV to technical and business stakeholders alike
- Build relationships with directors, VPs, and executive sponsors within your enterprise accounts, earning the right to expand by delivering early wins
- Negotiate and close commercial agreements involving technical evaluations, security review, and enterprise procurement
- Partner with Product, Applied AI, and Engineering to surface what's working, what's not, and what enterprise buyers need next
- Contribute to the playbook, proof points, and motion that this team is building from the ground up
Requirements
- 3-5+ years selling into enterprise accounts as a full-cycle individual contributor carrying a bag, with a track record of consistently exceeding quota
- Experience selling at a hypergrowth company, where the playbook was still being written and you helped write it
- A hunter mindset and demonstrated success generating your own enterprise pipeline and breaking into new enterprise accounts
- Experience running enterprise sales cycles involving technical evaluations, security review, and procurement
- Comfort engaging both technical and business buyers at the director and VP level within enterprise organizations
- Background selling platform, API, cloud infrastructure, developer tools, or AI/ML into enterprise
- Strong commercial instincts and the ability to qualify quickly and advance rigorously
- Genuine interest in AI and strong alignment with Anthropic's mission of developing AI systems that are safe and beneficial
Nice-to-Haves
- Experience at a hypergrowth enterprise infrastructure or developer tools company in its scaling years
- Track record as one of the early AEs on a new team, segment, or product where you helped build the motion rather than inherit it
- Background in developer tools, API, or AI/ML sales into technical buyers
Compensation
Annual OTE: $290,000 - $360,000 USD (includes base salary and sales commissions/bonuses)
