Manager, Account Executive - Enterprise Sales

Key Responsibilities

• Recruit, coach, and retain Enterprise Account Executives with deep industry and platform-selling expertise; develop and retain top talent.
• Codify the use cases, proof points, reference stories, and sales motions that make wins repeatable within each industry, partnering with Marketing, Enablement, and partner teams to scale them.
• Engage personally with C-level executives on priority pursuits, building business cases and value narratives and navigating complex procurement, security, and legal processes through to production deployment and expansion.
• Own the team’s revenue targets and operating rhythm, instilling pipeline-generation discipline and running forecasting, deal inspection, and account planning cadences that make performance predictable and coachable across a high-volume book of business.
• Partner closely with Applied AI, Solutions Architecture, and Product to design solutions, prove value quickly, and translate industry needs into product and roadmap input.
• Orchestrate cross-functional and partner motions with Customer Success, Marketing, Partnerships, Legal, and cloud partners to deliver a seamless customer experience, and represent Anthropic with customers and at industry events as a visible, trusted leader.

Minimum Qualifications

• Experience leading enterprise sales teams that sell technical, complex products such as API-first platforms, cloud infrastructure, or data and machine learning platforms.
• Player-coach sales leader who has personally built and run a high-velocity greenfield motion, someone who thinks in coverage models, PG cadence, and repeatable plays first, deals second - ideally forged at a consumption or PLG platform company, with the vertical depth and partner fluency (CSP/GSI) to activate a 300-account book from day one.
• A track record of winning and growing enterprise customers, including building C-suite relationships, in one or more of our focus industries (telecommunications, media & entertainment, retail & consumer, industrials & manufacturing, or business services).
• Experience designing go-to-market coverage for an enterprise sales team, including but not limited to account prioritization.
• Operational rigor across both a high-volume pipeline and complex, multi-stakeholder sales cycles, balancing velocity with deal quality and forecasting accurately in fast-changing environments.
• Credibility with technical buyers and builders — CIOs, CTOs, CDOs — and experience pairing effectively with solutions architects and applied AI teams.
• Strong coaching skills that raise team performance through deal coaching and account strategy, combined with personal effectiveness alongside executives on high-priority opportunities.
• A genuine interest in deploying AI responsibly and motivation to advance Anthropic's mission of building safe, beneficial AI.

Preferred Qualifications

• Experience bringing generative AI or LLM-based products, or other emerging platform technologies, to enterprises in these industries.
• Experience selling with and through cloud and ecosystem partners such as AWS, Google Cloud, and global systems integrators.
• Experience standing up or running scaled or velocity sales motions alongside traditional field coverage.
• Familiarity with consumption- or usage-based commercial models and value-based pricing conversations.
• Experience leading organizations through rapid growth, re-segmentation, or significant change.

Compensation

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: $435,000—$550,000 USD

Education

Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience.