Strategic Account Executive, Industries

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 enterprises across key industry verticals, 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 key industry verticals. The ideal candidate will have a passion for developing industry-specific market segments, pinpointing high-potential opportunities within key industry verticals, 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.

Key Responsibilities

• Win new business and drive revenue within a book of strategic industry accounts.
• Own the full sales cycle from prospecting to close, identifying and developing new opportunities across multiple business units and use cases within key industry verticals.
• Navigate complex organizational structures and build consensus among diverse stakeholder groups.
• Develop multi-threaded relationships from individual contributors to C-suite executives across industry enterprises.
• Design and execute innovative sales strategies to meet and exceed revenue quotas.
• Analyze your industry accounts’ 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 within key industry verticals.
• Collaborate cross-functionally to differentiate our offerings and sustain a competitive edge within your strategic industry accounts.
• Own sophisticated deal cycles involving multiple stakeholders, technical evaluations, and complex procurement processes.
• Demonstrate resourcefulness when faced with challenges that defy easy solutions.
• Build and maintain accurate pipeline forecasting while ensuring high forecast accuracy and consistency.
• Identify a robust set of business drivers behind all opportunities.
• Inform product roadmaps and features by gathering customer feedback and conveying key industry market needs.
• Provide insights that strengthen our value proposition and enhance the customer experience within industry verticals.
• Continuously refine the sales methodology by incorporating learnings into playbooks, templates, and best practices.