Location: New York City, NY; San Francisco, CA

Department: Sales

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.

About the role

Anthropic's Scaled Enterprise team is a high-velocity sales motion built to bring frontier AI to a broad set of enterprise accounts. We're focused on reaching new customers efficiently, turning first conversations into real, expanding partnerships, and building the playbook for how Anthropic shows up at scale.

As a Scaled Enterprise Account Executive, you'll own a book of enterprise accounts and the full revenue outcome for each. You'll generate your own pipeline, run a high-velocity sales cycle from first conversation through close, and develop a clear point of view on where Claude creates value in each account. You'll work closely with Product, Applied AI, and GTM to learn what's working at scale and feed it back into the playbook we're building from the ground up.

This is a role for someone who thrives in hypergrowth, gets energy from breaking into new enterprise accounts, and wants to help build the scaled motion at Anthropic , not inherit one.

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

You may be a good fit if you have

• 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

What will make you stand out

• 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

Logistics

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

Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience

Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position

Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.

Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

How we're different

We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact , advancing our long-term goals of steerable, trustworthy AI , rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.

Come work with us!

Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues.

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Anthropic's Industries team partners with the world's largest enterprises across retail, manufacturing, automotive, consumer goods, hospitality, and commercial real estate to deploy frontier AI into the core of how they operate. As an Enterprise Account Executive on the Industries team, you'll own a named book of accounts and the full revenue outcome for each. You'll develop a point of view on where Claude creates the most value across a customer's business, build relationships with the executives who sponsor transformation at that scale, and expand the partnership well beyond the original buyer.

Responsibilities

• Contribute to the Industries team GTM strategy, identifying new use cases within your assigned verticals, winning new business, and sharing feedback with cross-functional teams

• Drive strategic expansion within key accounts in established verticals and new logo acquisition within emerging verticals

• Break into new accounts and cross-sell into existing business alongside our team of Account Executives

• Own a revenue target and all aspects of the sales cycle from prospecting to close, including outbounding and engaging Tier 1 accounts

• Lead with conviction by providing clear recommendations based on deep industry expertise rather than presenting a menu of options

• Prioritize organizations that can serve as lighthouse customers and references within their industries

• Become a trusted advisor to customers, understanding their unique needs and crafting tailored AI solutions. Co-innovate with customers and sell on the product roadmap while appropriately setting expectations

• Collaborate extensively with cross-functional partners including product, engineering, legal, marketing, and Applied AI to help bring new solutions to market and provide feedback to shape roadmaps

• Develop sales collateral, proposals, and presentations to effectively position Anthropic's AI products. Continuously refine sales tactics and share best practices

You may be a good fit if you have

• 8+ years of enterprise software sales experience, with a track record of owning named accounts at large, complex organizations

• Experience managing multi-quarter sales cycles involving multiple stakeholders, technical evaluations, and enterprise procurement

• A history of growing accounts meaningfully beyond the original engagement by creating demand across new divisions and use cases

• Demonstrated ability to independently build and advance relationships at the C-suite and SVP level, including preparing for and leading executive conversations without relying on internal executive sponsorship

• Experience building customer-specific business cases grounded in the customer's own financials and priorities, and defending commercial terms through procurement

• Background selling platform, API, cloud infrastructure, or emerging technology into enterprises evaluating a new category

• Strong executive presence and the ability to hold a credible conversation across both technical and business audiences

• Genuine interest in AI and strong alignment with Anthropic's mission of developing AI systems that are safe and beneficial

What will make you stand out

• Direct experience selling into one or more of our core verticals and fluency in how those businesses 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 enterprises

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