Working closely with Applied AI Engineering and Product teams, you'll help digital-native customers integrate and deploy AI while unlocking its full range of capabilities across their products, platforms, and operations. In collaboration with GTM and Marketing teams, you'll continuously refine our value proposition, sales methodology, and market positioning to resonate with technical leaders and ensure differentiated value across the digital-native landscape.

The ideal candidate will have a passion for developing people, identifying market opportunities within the digital-native ecosystem, and executing strategies to capture them. By leading the deployment of Anthropic's emerging products, you will help technology companies obtain new capabilities while also advancing the ethical development of AI.

Responsibilities

• Build and lead a high-performing team of Account Executives focused on digital-native businesses, providing coaching, mentorship, and guidance to drive team success
• Develop and implement sales strategies tailored to digital-native buying cycles and technical evaluation processes to meet and exceed team revenue quotas
• Create and maintain accurate forecasts, pipeline management, and reporting while ensuring data integrity in CRM systems
• Partner with Enablement to develop training programmes and resources that accelerate Account Executive ramp time and effectiveness, with specific focus on digital-native sales motions and technical buyer personas
• Work closely with Applied AI Engineering teams to demonstrate technical capabilities pre-sales and optimise solutions post-sales for digital-native use cases
• Enable your team to have credible technical conversations about AI applications with engineering leaders, CTOs, and technical founders
• Build strong partnerships across the organisation to drive strategic initiatives within the digital-native segment
• Identify and execute on new market opportunities and use cases for Anthropic's AI solutions within technology companies, developer platforms, and digital-first organisations
• Help your team navigate complex stakeholder ecosystems including technical leaders, product teams, procurement, and executive sponsors to build consensus
• Gather and synthesise customer feedback from digital-native users to inform product direction and enhance customer experience
• Build and continuously refine the digital-native sales methodology by incorporating learnings into playbooks and best practices

You may be a good fit if you have:

• 10+ years of enterprise sales experience selling into technology or digital-native companies, preferably driving adoption of SaaS, API-first, or emerging technologies
• 5+ years of sales leadership experience, ideally leading teams selling into digital-native or technology-first organisations
• A history of building and leading high-performing sales teams selling into technical buyers, with demonstrated success in coaching and developing Account Executives
• Experience establishing and scaling sales processes, tools, and methodologies in fast-growing organisations
• Strong technical acumen and ability to understand complex AI solutions and their applications, with experience enabling teams to have credible conversations with CTOs, VP Engineering, and technical founders
• Demonstrated success partnering with technical teams throughout the customer journey
• Deep understanding of how digital-native companies evaluate and adopt new technologies, including developer-led and product-led buying motions
• Demonstrated ability to navigate complex, multithreaded sales cycles across diverse stakeholder groups and drive cross-functional initiatives
• Experience managing enterprise sales cycles and helping Account Executives secure strategic, high-velocity deals
• Strong operational rigour in pipeline management, forecasting, and sales metrics
• Excellent communication skills and ability to build relationships across all levels, from individual engineers to C-suite executives
• Passion for AI technology and commitment to its safe, responsible development

The annual compensation range for this role is £280,000 - £330,000GBP.

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