This is a founding team: you will help us to build technical playbooks and define the processes and repeatable patterns needed for us to scale this emerging motion. You will champion our mission in the field, ensure world-class delivery, and bring insights back to our product and research teams on a regular basis.

You'll own engagements end-to-end, from SOW through production deployment. You'll work alongside Forward Deployed Engineers who build the technical solution, while you own product scoping, stakeholder management, value measurement, and the organisational complexity that comes with deploying AI agents in enterprise environments.

Responsibilities:

• Own the technical delivery plan for each engagement. Structure SOWs with clear scope, milestones, dependencies, success criteria, and value hypotheses. Translate customer business objectives into a sequenced roadmap that FDEs execute against.

• Lead technical discovery: map customer workflows, identify constraints, define MVP scope, and shape the solution architecture for custom agent deployments.

• Run day-to-day engineering execution and delivery across Anthropic and customer teams. Keep progress unblocked and sequenced. Make real-time trade-offs on scope and priority to protect the critical path.

• Own product scoping for field engagements: define the MVP, author requirements documentation, prioritise the engineering backlog, and manage scope against success criteria as requirements evolve.

• Own the customer relationship throughout delivery. Lead executive briefings, manage stakeholder communications across technical leads and procurement, and represent Anthropic's technical credibility with senior business and engineering leaders.

• Own value measurement and ROI: define impact hypotheses, set baselines and KPIs, run pre- and post-deployment measurement, and report outcomes to executive sponsors.

• Codify reusable solution patterns, evaluation frameworks, and technical playbooks. Extract what works across engagements and feed field signals back to Product and Research to improve our platform and models.

• Navigate enterprise and regulatory complexity: security reviews, legal approvals, procurement processes, compliance requirements, and organisational dynamics.

• Manage scope and change: handle evolving requirements, set expectations, negotiate contract modifications, identify risks early, and escalate with clear context when needed.

• Run delivery operations: sprint ceremonies, milestone reviews, and progress reporting.

• Travel to customer sites to build relationships, unblock delivery, and accelerate adoption (25–50% expected).

You May Be a Good Fit If You:

• Have 5+ years of customer-facing technical delivery leadership , this could be technical engagement management, technical program management, or technical product management, founders/startups, technical-adjacent backgrounds, professional services, consulting, or enterprise software.

• Have delivered AI, ML, or LLM-based agentic solutions into production. You understand solution patterns, integration approaches, and what breaks in real environments.

• Can lead architecture discussions with engineering stakeholders, evaluate technical trade-offs, and pressure-test technical decisions. You won't write production code, but you will own the technical direction of engagements alongside FDEs.

• Have a track record delivering complex, high-stakes technical projects for enterprise clients where outcomes depended on tight coordination and fast decision-making, ideally across multiple workstreams in regulated industries.

• Have executive presence , polished, credible, and comfortable representing Anthropic to senior leaders in high-stakes environments.

• Thrive in ambiguity and bring structure where none exists.

• Have a builder's mindset , you're here to create a function, not join one.

Strong Candidates May Also Have:

• Experience in financial services, healthcare/life sciences, or pharmaceutical verticals.

• Background at a Forward Deployed Engineering company or professional services and consulting firms.

• Exceptional understanding of LLM capabilities and limitations.

• Experience with regulated industries and compliance requirements.

• Experience managing delivery teams with embedded engineers at customer sites.

• Familiarity with AI agent frameworks, tool use patterns, and orchestration architectures.

Annual compensation range for this role is €190,000-€215,000 EUR.

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At Scale AI, our mission is to accelerate the development of AI applications.

As a Forward Deployed Engineer, you'll be at the forefront of providing the critical data infrastructure that powers the most advanced AI models, directly influencing how humanity interacts with AI.

Responsibilities:

• Drive Impact: Directly contribute to the advancement of AI by delivering critical data solutions for leading AI innovators and government agencies.

• Customer Collaboration: Interact daily with our technical customers, understanding their unique challenges and translating them into impactful solutions.

• End-to-End Development: Design, build, and deploy features across the entire stack, from front-end interfaces to back-end systems and infrastructure.

• Rapid Experimentation: Deliver high-quality experiments quickly, iterating quickly to meet customer needs and drive innovation.

• Strategic Influence: Play a key role in shaping our engineering culture, values, and processes, contributing to the growth of our team and the evolution of our product.

• Diverse Projects: Engage in a dynamic mix of designing and deploying cutting-edge data solutions, collaborating with leading AI researchers, and directly influencing the product roadmap.

Requirements:

• At least 2 years of relevant experience is preferred

• Proven track record of shipping high-quality products and features at scale.

• Strong problem-solving skills and the ability to work independently or as part of a collaborative team.

• Desire to thrive in a fast-paced, dynamic environment.

• Ability to turn business and product ideas into engineering solutions.

• Strong coding abilities and the ability to effectively communicate complex technical concepts to both technical and non-technical audiences.

• Ability to adapt quickly to the ever-changing world of generative AI.

• Excited to join a dynamic, hybrid team in either San Francisco or New York City.

Benefits:

• Comprehensive health, dental and vision coverage

• Retirement benefits

• A learning and development stipend

• Generous PTO

• Commuter stipend

Salary Range:

$179,400-$224,250 USD

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You'll combine your deep technical expertise with customer-facing skills to architect innovative LLM solutions that address complex business challenges while maintaining our high standards for safety and reliability.

Working closely with our Sales, Product, and Engineering teams, you'll guide customers from initial technical discovery through successful deployment. You'll leverage your expertise to help customers understand Claude's capabilities, develop evals, and design scalable architectures that maximize the value of our AI systems.

Responsibilities:

Partner with account executives to deeply understand customer requirements and translate them into technical solutions, ensuring alignment between business objectives and technical implementation

Serve as the primary technical advisor to enterprise customers throughout their Claude adoption journey, from discovery to initial evaluation through deployment. You will need to coordinate internally across multiple teams & stakeholders to drive customer success

Support customers building with both the Claude API and Claude for Work

Create and deliver compelling technical content tailored to different audiences. You will need to be able to spread the gamut from technical deep dives for engineering & development teams up to business value focused conversations with executives

Guide technical architecture decisions and help customers integrate Claude effectively into their existing technology stack

Help customers develop evaluation frameworks to measure Claude's performance for their specific use cases

Identify common integration patterns and contribute insights back to our Product and Engineering teams

Travel occasionally to customer sites for workshops, technical deep dives, and relationship building

Maintain strong knowledge of the latest developments in LLM capabilities and implementation patterns

You may be a good fit if you have:

5+ years of experience in technical customer-facing roles such as Solutions Architect, Sales Engineer, or Technical Account Manager

Experience working with enterprise customers, navigating complex buying cycles involving multiple stakeholders

Exceptional ability to build relationships with and communicate technical concepts to diverse stakeholders to include C-suite executives, engineering & IT teams, and more

Strong technical communication skills with the ability to translate customer requirements between technical and business stakeholders

Experience designing scalable cloud architectures and integrating with enterprise systems

Comfortable with python

Familiarity with common LLM frameworks and tools or a background in machine learning or data science

Excitement for engaging in cross-organizational collaboration, working through trade-offs, and balancing competing priorities

A love of teaching, mentoring, and helping others succeed

Excellent communication and interpersonal skills, able to convey complicated topics in easily understandable terms to a diverse set of external and internal stakeholders. You enjoy engaging in cross-organizational collaboration, working through trade-offs, and balancing competing priorities

Passion for thinking creatively about how to use technology in a way that is safe and beneficial, and ultimately furthers the goal of advancing safe AI systems

Please note this role requires 3 days in office per week.

Deadline to apply: None. Applications will be reviewed on a rolling basis.

The annual compensation range for this role is listed below.

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: $240,000-$315,000 USD

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You'll focus on large, complex enterprise accounts, guiding customers through modernisation and DevSecOps transformations while driving pipeline generation that translates into measurable Net ARR and long-term expansion.

In this role, you'll use your understanding of the software development lifecycle, including continuous integration and continuous delivery (CI/CD) automation, secure development practices, and infrastructure modernisation, to connect customer stakeholders with GitLab's field organisation so GitLab is seen as a trusted, long-term partner across the full sales cycle.

Some examples of our projects include building and growing a territory plan focused on large, high-growth digital native organisations, from new logo prospecting through long-term account expansion on GitLab's AI-powered DevSecOps platform.

Key responsibilities:

• Lead and grow GitLab's largest and most strategic Digital Native prospects and customers across your territory, focusing on organisations building modern software products at scale

• Drive the full enterprise sales cycle, from prospecting and pipeline generation through qualification, evaluation, negotiation, and close within large, complex Digital Native accounts

• Provide hands-on account leadership and direction throughout the pre- and post-sales process to ensure a smooth customer experience and strong adoption of GitLab's AI-powered DevSecOps platform

• Partner closely with Sales Development Representatives, Solutions Architects, Customer Success, and strategic channel partners to generate qualified opportunities, co-sell, and execute account strategies that drive new business and expansion within Digital Native organisations

• Develop and maintain detailed account plans for priority Digital Native customers, including opportunity mapping, stakeholder alignment, and multi-threaded engagement across engineering, security, platform, and business leaders

• Coordinate and facilitate the involvement of cross-functional GitLab team members, including sales leadership, marketing, product, and support, to progress opportunities and deliver an excellent customer experience

• Prepare activity and forecast reports, contribute to forecasting and pipeline reviews, and share root cause analysis and lessons learned from wins and losses with account managers, marketing, and technical teams

• Act as the voice of the customer by contributing product ideas to our public issue tracker, preparing and delivering customer-facing and internal presentations, quotes, proposals, and formal sales documents that address Digital Native business challenges and clearly communicate long-term value and outcomes

What you'll bring:

• Deep experience driving complex B2B software sales cycles with enterprise customers, ideally in DevSecOps, software development tools, or adjacent SaaS solutions that support the software development lifecycle

• Ability to prospect, build pipeline, and close new business while expanding strategic relationships within large digital native accounts across your territory

• Strong understanding of modern software delivery, including continuous integration and continuous delivery (CI/CD), secure development practices, and cloud and infrastructure modernization, with the ability to connect platform capabilities to customer outcomes

• Proven ability to navigate and influence complex organisations, building trusted relationships with senior stakeholders across engineering, security, operations, and business teams

• Experience creating and executing account plans for priority accounts, including opportunity mapping, multi-threaded engagement, and disciplined deal and account management

• Effective communication and interpersonal skills, including comfort leading customer presentations, negotiations, and executive-level conversations and coordinating internal resources to move opportunities forward

• Capacity to work autonomously and asynchronously in a fully remote environment while staying aligned to shared goals, processes, and forecasting expectations across the broader GitLab team

• Familiarity with forecasting, pipeline hygiene, and reporting, including sharing learnings from wins and losses to improve repeatable sales motions

How GitLab Supports Full-Time Employees:

• Benefits to support your health, finances, and well-being

• Flexible Paid Time Off

• Team Member Resource Groups

• Equity Compensation & Employee Stock Purchase Plan

• Growth and Development Fund

• Parental leave

• Home office support

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We protect and accelerate any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks.

About this Role The Senior Commercial Account Executive position effectively delivers the full sales cycle from prospecting to negotiating and closing sales with new & existing customers in line with business plans. Identify and progress cross-sell opportunities to maximise revenue goals. Selling new products and generating additional sales revenue through effective sales outreach activity.

Main Responsibilities:

• Develop and execute a comprehensive account/territory plan to achieve quarterly sales and annual revenue targets in a defined territory and/or account list.
• Drive new business acquisition (new customer logos), customer expansion (upsell and cross-sell Cloudflare solutions), and renewal within your territory.
• Build a robust sales pipeline through continual engagement and nurturing of key prospect accounts.
• Understand customer use-cases and how they pair with Cloudflare’s portfolio solutions in order to identify new sales opportunities.
• Craft and communicate compelling value propositions for Cloudflare services. Drive awareness through regular outbound campaigns on product and feature roadmap updates.
• Effectively scale the territory with partners - Accurately forecast commercial outcomes by running a consistent sales process, including driving next step expectations and contract negotiations.
• As a trusted advisor, build long-term strategic relationships with key accounts, to ensure customer adoption, retention and expansion. Regularly evaluate usage trends and articulate value to show Cloudflare impact and provide strategic recommendations during business reviews.
• Network across different business units with each of your accounts, and multi-thread to identify and engage new divisional buyers.
• Position Cloudflare's platform in each of your target customers, including Cloudflare One and the Connectivity Cloud to realise our full potential in every customer.
• Operate internally as a liaison with cross-functional teams to share key customer feedback and insights to improve customer experience and further investments with Cloudflare.

Direct B2B sales experience, adept at new business acquisition and account management. Experience selling a technical, cloud-based product or service - Working knowledge of the cloud infrastructure and security space - Solid understanding of computer networking and Internet functioning. Keenness for learning technical concepts/terms. Technical background in engineering, computer science, or MIS is advantageous.

Knowledge/Experience:

• Fluency in Hebrew - 6+ years of B2B selling experience and selling Enterprise Software or SaaS (network security preferred) or Hardware solutions and services to Mid-Enterprise/ Enterprise customers - Relevant direct experience, track record, and relationships within enterprise and mid-market accounts in the territory - New Business & Expansion - Experience managing longer, complex sales cycles - Fast paced environment - Enterprise IT/Cyber Security background - Aptitude for learning technical concepts/terms (Technical background in engineering, computer science, or MIS a plus)

What Makes Cloudflare Special? We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet. Project Galileo: Since 2014, we've equipped more than 2,400 journalism and civil society organisations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost. Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states. 1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released.

Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers. Sound like something you’d like to be a part of? We’d love to hear from you!

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This is a founding team: you will help us to build technical playbooks and define the processes and repeatable patterns needed for us to scale this emerging motion. You will champion our mission in the field, ensure world-class delivery, and bring insights back to our product and research teams on a regular basis.

You'll own engagements end-to-end, from SOW through production deployment. You'll work alongside Forward Deployed Engineers who build the technical solution, while you own product scoping, stakeholder management, value measurement, and the organisational complexity that comes with deploying AI agents in enterprise environments.

Responsibilities:

• Own the technical delivery plan for each engagement. Structure SOWs with clear scope, milestones, dependencies, success criteria, and value hypotheses. Translate customer business objectives into a sequenced roadmap that FDEs execute against.

• Lead technical discovery. Map customer workflows, identify constraints, define MVP scope, and shape the solution architecture for custom agent deployments.

• Run day-to-day engineering execution. Drive delivery across Anthropic and customer teams. Keep progress unblocked and sequenced. Make real-time trade-offs on scope and priority to protect the critical path.

• Own product scoping for field engagements. Define the MVP, author requirements documentation, prioritise the engineering backlog, and manage scope against success criteria as requirements evolve.

• Own the customer relationship throughout delivery. Lead executive briefings, manage stakeholder communications across technical leads and procurement, and represent Anthropic's technical credibility with senior business and engineering leaders.

• Own value measurement and ROI. Define impact hypotheses, set baselines and KPIs, run pre- and post-deployment measurement, and report outcomes to executive sponsors.

• Codify reusable delivery assets. Build solution patterns, evaluation frameworks, and technical playbooks. Extract what works across engagements and feed field signals back to Product and Research to improve our platform and models.

• Navigate enterprise and regulatory complexity. Security reviews, legal approvals, procurement processes, compliance requirements, and organisational dynamics.

• Manage scope and change. Handle evolving requirements, set expectations, negotiate contract modifications, identify risks early, and escalate with clear context when needed.

• Run delivery operations. Sprint ceremonies, milestone reviews, and progress reporting.

• Travel to customer sites. Build relationships, unblock delivery, and accelerate adoption. (25–50% expected).

You May Be a Good Fit If You:

• Have led AI/ML engagements/deployments, whether as a founder, data scientist, engineer, researcher, or in a professional services or consulting role.

• Have delivered AI, ML, or LLM-based agentic solutions into production. You understand solution patterns, integration approaches, and what breaks in real environments.

• Have experience in a specialised vertical (financial services, life sciences, pharmaceutical, retail, mining, agriculture, etc.).

• Can lead architecture discussions with engineering stakeholders, evaluate technical trade-offs, and pressure-test technical decisions. You won't write production code, but you will own the technical direction of engagements alongside FDEs.

• Have a track record delivering complex, high-stakes technical projects for enterprise clients where outcomes depended on tight coordination and fast decision-making , ideally across multiple workstreams in regulated industries.

• Have executive presence , polished, credible, and comfortable representing Anthropic to senior leaders in high-stakes environments.

• Thrive in ambiguity and bring structure where none exists.

• Have a builder's mindset , you're here to create a function, not join one.

The annual compensation range for this role is listed below.

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: $200,000-$345,000 USD

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You will combine your deep technical expertise with customer-facing skills to architect innovative LLM solutions that address complex business challenges while maintaining our high standards for safety and reliability.

Working closely with our Sales, Product, and Engineering teams, you'll guide customers from initial technical discovery through successful deployment. You'll leverage your expertise to help customers understand Claude's capabilities, develop evals, and design scalable architectures that maximize the value of our AI systems.

Responsibilities:

• Partner with account executives across India to deeply understand customer requirements and translate them into technical solutions, ensuring alignment between business objectives and technical implementation

• Serve as the primary technical advisor to enterprise customers across India throughout their Claude adoption journey, from discovery to initial evaluation through deployment. You will need to coordinate internally across multiple teams & stakeholders to drive customer success

• Support customers building with both the Claude API and Claude for Work

• Create and deliver compelling technical content tailored to different audiences across India. You will need to be able to spread the gamut from technical deep dives for engineering & development teams up to business value focused conversations with executives

• Guide technical architecture decisions and help customers across India integrate Claude effectively into their existing technology stack

• Help customers develop evaluation frameworks to measure Claude's performance for their specific use cases

• Identify common integration patterns and contribute insights back to our Product and Engineering teams

• Travel occasionally to customer sites for workshops, technical deep dives, and relationship building

• Maintain strong knowledge of the latest developments in LLM capabilities and implementation patterns

You may be a good fit if you have:

• 7+ years of experience in technical customer-facing roles such as Solutions Architect, Sales Engineer, or Technical Account Manager

• Experience working with enterprise customers, navigating complex buying cycles involving multiple stakeholders

• Exceptional ability to build relationships with and communicate technical concepts to diverse stakeholders to include C-suite executives, engineering & IT teams, and more

• Strong technical communication skills with the ability to translate customer requirements between technical and business stakeholders

• Experience designing scalable cloud architectures and integrating with enterprise systems

• Comfortable with python

• Familiarity with common LLM frameworks and tools or a background in machine learning or data science

• Excitement for engaging in cross-organizational collaboration, working through trade-offs, and balancing competing priorities

• A love of teaching, mentoring, and helping others succeed

• Excellent communication and interpersonal skills, able to convey complicated topics in easily understandable terms to a diverse set of external and internal stakeholders. You enjoy engaging in cross-organizational collaboration, working through trade-offs, and balancing competing priorities

• Passion for thinking creatively about how to use technology in a way that is safe and beneficial, and ultimately furthers the goal of advancing safe AI systems

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.

We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work.

Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links,visit anthropic.com/careers directly for confirmed position openings.

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.

The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.

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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You will play a critical role in shaping Anthropic's approach to trade compliance as we scale, advising on the development of robust compliance programs that support our mission to develop AI systems that are safe, beneficial, and understandable.

Responsibilities:

• Provide legal counsel on U.S. and international sanctions and export control laws and regulations, including OFAC sanctions programs, the Export Administration Regulations (EAR), the International Traffic in Arms Regulations (ITAR), and other applicable trade control regimes

• Advise on the application of sanctions and export controls to Anthropic's products, services, business operations, and commercial transactions

• Support the development and maturation of Anthropic's sanctions and export controls compliance programs, including policies, procedures, and controls

• Partner with Integrity, Compliance, Security, Finance, People, and Operations teams to implement scalable trade compliance solutions as the company grows

• Advise on sanctions and export control considerations in customer and third-party transactions, including contract negotiations and due diligence

• Support customer-facing teams in addressing trade compliance queries from commercial partners and enterprise customers

• Monitor legal and regulatory developments in sanctions and export controls, and advise leadership on their implications for Anthropic's business

• Manage engagement and communications with relevant government agencies, including BIS, OFAC, and other authorities as needed

• Support internal investigations and voluntary disclosures relating to potential trade compliance matters

• Develop and deliver training to employees on sanctions and export control requirements

• Advise on the intersection of trade compliance and national security law in coordination with Anthropic’s national security legal counsel, including on matters where sanctions or export control considerations overlap with broader security concerns relating to frontier AI

You may be a good fit if you have:

• A JD and active membership in at least one U.S. state bar

• At least 10-12 years of experience advising on U.S. sanctions and export control laws, with a strong understanding of OFAC sanctions programs, the EAR, and related regulatory frameworks

• Experience advising technology companies on trade compliance matters, particularly in areas such as cloud computing, AI, semiconductors, or other emerging technologies subject to U.S. export controls

• Experience building or maturing trade compliance programs in a high-growth or scaling environment

• Ability to provide practical, business-oriented legal advice in a fast-paced environment, including in areas without established precedent

• Experience engaging with government authorities such as BIS, OFAC, and DDTC, including on licensing, interpretive guidance, or enforcement matters

• Ability to excel at cross-functional collaboration and effectively communicate complex legal concepts to technical, compliance, and business teams

• Comfort with ambiguity and sound judgment in novel or evolving regulatory areas

• Passion about responsible AI development and Anthropic's mission

Strong candidates may have:

• A mix of law firm and in-house experience

• Experience at a hyper-scaling tech company or in a fast-paced environment

• Familiarity with non-U.S. export control and sanctions regimes (e.g., EU, UK)

• Experience at or working with closely with OFAC, BIS, DDTC, or other government agencies responsible for administering trade controls

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You will combine your deep technical expertise with customer-facing skills to architect innovative LLM solutions that address complex business challenges while maintaining our high standards for safety and reliability.

Working closely with our Sales, Product, and Engineering teams, you'll guide customers from initial technical discovery through successful deployment. You'll leverage your expertise to help customers understand Claude's capabilities, develop evals, and design scalable architectures that maximize the value of our AI systems.

Responsibilities:

• Partner with account executives across India to deeply understand customer requirements and translate them into technical solutions, ensuring alignment between business objectives and technical implementation

• Serve as the primary technical advisor to enterprise customers across India throughout their Claude adoption journey, from discovery to initial evaluation through deployment. You will need to coordinate internally across multiple teams & stakeholders to drive customer success

• Support customers building with both the Claude API and Claude for Work

• Create and deliver compelling technical content tailored to different audiences across India. You will need to be able to spread the gamut from technical deep dives for engineering & development teams up to business value focused conversations with executives

• Guide technical architecture decisions and help customers across India integrate Claude effectively into their existing technology stack

• Help customers develop evaluation frameworks to measure Claude's performance for their specific use cases

• Identify common integration patterns and contribute insights back to our Product and Engineering teams

• Travel occasionally to customer sites for workshops, technical deep dives, and relationship building

• Maintain strong knowledge of the latest developments in LLM capabilities and implementation patterns

You may be a good fit if you have:

• 7+ years of experience in technical customer-facing roles such as Solutions Architect, Sales Engineer, or Technical Account Manager

• Experience working with enterprise customers, navigating complex buying cycles involving multiple stakeholders

• Exceptional ability to build relationships with and communicate technical concepts to diverse stakeholders to include C-suite executives, engineering & IT teams, and more

• Strong technical communication skills with the ability to translate customer requirements between technical and business stakeholders

• Experience designing scalable cloud architectures and integrating with enterprise systems

• Comfortable with python

• Familiarity with common LLM frameworks and tools or a background in machine learning or data science

• Excitement for engaging in cross-organizational collaboration, working through trade-offs, and balancing competing priorities

• A love of teaching, mentoring, and helping others succeed

• Excellent communication and interpersonal skills, able to convey complicated topics in easily understandable terms to a diverse set of external and internal stakeholders. You enjoy engaging in cross-organizational collaboration, working through trade-offs, and balancing competing priorities

• Passion for thinking creatively about how to use technology in a way that is safe and beneficial, and ultimately furthers the goal of advancing safe AI systems

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.

We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work.

Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links,visit anthropic.com/careers directly for confirmed position openings.

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.

The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.

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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Reporting to the Director of Enterprise Sales, you will be responsible for driving strategic growth and expanding our footprint across the region's most critical enterprise accounts.

Key responsibilities include:

• Assessing assigned accounts and developing strategies to execute against them
• Building a customer base by identifying and closing new logo opportunities
• Leading customers and partners to identify impactful big data and AI use cases while proving out their value on the Databricks Lakehouse platform
• Identifying land opportunities and developing expand/consumption use cases
• Orchestrating and utilising internal teams to maximise the impact on your ecosystem

What we look for:

• 5+ years of experience selling SaaS solutions to Enterprise Customers
• Extensive experience and strong performance in new logo hunting
• Experience working in Big Data, Cloud, or SaaS industries with some technical sales experience
• Successful experience selling complex software deals and quota over-achievement
• Understanding of consumption-based land and expand sales models is advantageous
• Knowledge of the Data & AI space with some technology sales experience
• Evidence of creating demand that delivered substantial business value
• Experience of following robust sales methodologies and process, e.g. account planning, MEDDPICC, Value Selling and accurate forecasting
• Experience of building effective champions, collaborative teams and partnerships to support execution of your territory plan
• Understanding of how to identify all key use cases and buying centres in an opportunity to increase the impact of Databricks in an organisation

Fluent French and business English required.

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You'll combine your deep technical expertise with customer-facing skills to architect innovative LLM solutions that address complex business challenges while maintaining our high standards for safety and reliability.

Working closely with our Sales, Product, and Engineering teams, you'll guide customers from initial technical discovery through successful deployment. You'll leverage your expertise to help customers understand Claude's capabilities, develop evals, and design scalable architectures that maximize the value of our AI systems.

Responsibilities:

• Partner with account executives to deeply understand customer requirements and translate them into technical solutions, ensuring alignment between business objectives and technical implementation

• Serve as the primary technical advisor to enterprise customers throughout their Claude adoption journey, from discovery to initial evaluation through deployment. You will need to coordinate internally across multiple teams & stakeholders to drive customer success

• Support customers building with both the Claude API and Claude for Work

• Create and deliver compelling technical content tailored to different audiences. You will need to be able to spread the gamut from technical deep dives for engineering & development teams up to business value focused conversations with executives

• Guide technical architecture decisions and help customers integrate Claude effectively into their existing technology stack

• Help customers develop evaluation frameworks to measure Claude's performance for their specific use cases

• Identify common integration patterns and contribute insights back to our Product and Engineering teams

• Travel occasionally to customer sites for workshops, technical deep dives, and relationship building

• Maintain strong knowledge of the latest developments in LLM capabilities and implementation patterns

You may be a good fit if you have:

• 5+ years of experience in technical customer-facing roles such as Solutions Architect, Sales Engineer, or Technical Account Manager

• Native German speaker with fluent English proficiency

• Experience working with enterprise customers, navigating complex buying cycles involving multiple stakeholders

• Exceptional ability to build relationships with and communicate technical concepts to diverse stakeholders to include C-suite executives, engineering & IT teams, and more

• Strong technical communication skills with the ability to translate customer requirements between technical and business stakeholders

• Experience designing scalable cloud architectures and integrating with enterprise systems

• Comfortable with python

• Familiarity with common LLM frameworks and tools or a background in machine learning or data science

• Excitement for engaging in cross-organizational collaboration, working through trade-offs, and balancing competing priorities

• A love of teaching, mentoring, and helping others succeed

• Excellent communication and interpersonal skills, able to convey complicated topics in easily understandable terms to a diverse set of external and internal stakeholders. You enjoy engaging in cross-organizational collaboration, working through trade-offs, and balancing competing priorities

• Passion for thinking creatively about how to use technology in a way that is safe and beneficial, and ultimately furthers the goal of advancing safe AI systems

Annual Salary: €190,000-€215,000 EUR

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.

We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.

Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links,visit anthropic.com/careers directly for confirmed position openings.

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.

The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.

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

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You'll combine your deep technical expertise with customer-facing skills to architect innovative LLM solutions that address complex business challenges while maintaining our high standards for safety and reliability.

Working closely with our Sales, Product, and Engineering teams, you'll guide customers from initial technical discovery through successful deployment. You'll leverage your expertise to help customers understand Claude's capabilities, develop evals, and design scalable architectures that maximize the value of our AI systems.

Responsibilities

• Partner with account executives across Japan to deeply understand customer requirements and translate them into technical solutions, ensuring alignment between business objectives and technical implementation
• Serve as the primary technical advisor to enterprise customers across Japan throughout their Claude adoption journey, from discovery to initial evaluation through deployment
• Support customers building with both the Claude API and Claude for Work
• Create and deliver compelling technical content tailored to different audiences across Japan
• Guide technical architecture decisions and help customers across Japan integrate Claude effectively into their existing technology stack
• Help customers develop evaluation frameworks to measure Claude's performance for their specific use cases
• Identify common integration patterns and contribute insights back to our Product and Engineering teams
• Travel occasionally to customer sites for workshops, technical deep dives, and relationship building
• Maintain strong knowledge of the latest developments in LLM capabilities and implementation patterns

Requirements

• 5+ years of experience in technical customer-facing roles such as Solutions Architect, Sales Engineer, or Technical Account Manager
• Native-level Japanese fluency and business-level English required
• Experience working with enterprise customers, navigating complex buying cycles involving multiple stakeholders
• Exceptional ability to build relationships with and communicate technical concepts to diverse stakeholders to include C-suite executives, engineering & IT teams, and more
• Strong technical communication skills with the ability to translate customer requirements between technical and business stakeholders
• Experience designing scalable cloud architectures and integrating with enterprise systems
• Comfortable with Python
• Familiarity with common LLM frameworks and tools or a background in machine learning or data science
• Excitement for engaging in cross-organizational collaboration, working through trade-offs, and balancing competing priorities
• A love of teaching, mentoring, and helping others succeed
• Excellent communication and interpersonal skills, able to convey complicated topics in easily understandable terms to a diverse set of external and internal stakeholders
• Passion for thinking creatively about how to use technology in a way that is safe and beneficial, and ultimately furthers the goal of advancing safe AI systems

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You'll combine your deep technical expertise with customer-facing skills to architect innovative LLM solutions that address complex business challenges while maintaining our high standards for safety and reliability.

Working closely with our Sales, Product, and Engineering teams, you'll guide customers from initial technical discovery through successful deployment. You'll leverage your expertise to help customers understand Claude's capabilities, develop evals, and design scalable architectures that maximize the value of our AI systems.

Responsibilities:

Partner with account executives to deeply understand customer requirements and translate them into technical solutions, ensuring alignment between business objectives and technical implementation

Serve as the primary technical advisor to enterprise customers throughout their Claude adoption journey, from discovery to initial evaluation through deployment. You will need to coordinate internally across multiple teams & stakeholders to drive customer success

Support customers building with both the Claude API and Claude for Work

Create and deliver compelling technical content tailored to different audiences. You will need to be able to spread the gamut from technical deep dives for engineering & development teams up to business value focused conversations with executives

Guide technical architecture decisions and help customers integrate Claude effectively into their existing technology stack

Help customers develop evaluation frameworks to measure Claude's performance for their specific use cases

Identify common integration patterns and contribute insights back to our Product and Engineering teams

Travel occasionally to customer sites for workshops, technical deep dives, and relationship building

Maintain strong knowledge of the latest developments in LLM capabilities and implementation patterns

You may be a good fit if you have:

5+ years of experience in technical customer-facing roles such as Solutions Architect, Sales Engineer, or Technical Account Manager

Experience working with enterprise customers, navigating complex buying cycles involving multiple stakeholders

Exceptional ability to build relationships with and communicate technical concepts to diverse stakeholders to include C-suite executives, engineering & IT teams, and more

Strong technical communication skills with the ability to translate customer requirements between technical and business stakeholders

Experience designing scalable cloud architectures and integrating with enterprise systems

Comfortable with python

Familiarity with common LLM frameworks and tools or a background in machine learning or data science

Excitement for engaging in cross-organizational collaboration, working through trade-offs, and balancing competing priorities

A love of teaching, mentoring, and helping others succeed

Excellent communication and interpersonal skills, able to convey complicated topics in easily understandable terms to a diverse set of external and internal stakeholders. You enjoy engaging in cross-organizational collaboration, working through trade-offs, and balancing competing priorities

Passion for thinking creatively about how to use technology in a way that is safe and beneficial, and ultimately furthers the goal of advancing safe AI systems

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This is a founding team: you will help us to build technical playbooks and define the processes and repeatable patterns needed for us to scale this emerging motion. You will champion our mission in the field, ensure world-class delivery, and bring insights back to our product and research teams on a regular basis.

You'll own engagements end-to-end, from SOW through production deployment. You'll work alongside Forward Deployed Engineers who build the technical solution, while you own product scoping, stakeholder management, value measurement, and the organisational complexity that comes with deploying AI agents in enterprise environments.

Responsibilities:

• Own the technical delivery plan for each engagement. Structure SOWs with clear scope, milestones, dependencies, success criteria, and value hypotheses. Translate customer business objectives into a sequenced roadmap that FDEs execute against.

• Lead technical discovery: map customer workflows, identify constraints, define MVP scope, and shape the solution architecture for custom agent deployments.

• Run day-to-day engineering execution and delivery across Anthropic and customer teams. Keep progress unblocked and sequenced. Make real-time trade-offs on scope and priority to protect the critical path.

• Own product scoping for field engagements: define the MVP, author requirements documentation, prioritise the engineering backlog, and manage scope against success criteria as requirements evolve.

• Own the customer relationship throughout delivery. Lead executive briefings, manage stakeholder communications across technical leads and procurement, and represent Anthropic's technical credibility with senior business and engineering leaders.

• Own value measurement and ROI: define impact hypotheses, set baselines and KPIs, run pre- and post-deployment measurement, and report outcomes to executive sponsors.

• Codify reusable solution patterns, evaluation frameworks, and technical playbooks. Extract what works across engagements and feed field signals back to Product and Research to improve our platform and models.

• Navigate enterprise and regulatory complexity: security reviews, legal approvals, procurement processes, compliance requirements, and organisational dynamics.

• Manage scope and change: handle evolving requirements, set expectations, negotiate contract modifications, identify risks early, and escalate with clear context when needed.

• Run delivery operations: sprint ceremonies, milestone reviews, and progress reporting.

• Travel to customer sites to build relationships, unblock delivery, and accelerate adoption (25–50% expected).

You May Be a Good Fit If You:

• Have 5+ years of customer-facing technical delivery leadership , this could be technical engagement management, technical program management, or technical product management, founders/startups, technical-adjacent backgrounds, professional services, consulting, or enterprise software.

• Have delivered AI, ML, or LLM-based agentic solutions into production. You understand solution patterns, integration approaches, and what breaks in real environments.

• Can lead architecture discussions with engineering stakeholders, evaluate technical trade-offs, and pressure-test technical decisions. You won't write production code, but you will own the technical direction of engagements alongside FDEs.

• Have a track record delivering complex, high-stakes technical projects for enterprise clients where outcomes depended on tight coordination and fast decision-making, ideally across multiple workstreams in regulated industries.

• Have executive presence , polished, credible, and comfortable representing Anthropic to senior leaders in high-stakes environments.

• Thrive in ambiguity and bring structure where none exists.

• Have a builder's mindset , you're here to create a function, not join one.

Strong Candidates May Also Have:

• Experience in financial services, healthcare/life sciences, or pharmaceutical verticals.

• Background at a Forward Deployed Engineering company or professional services and consulting firms.

• Exceptional understanding of LLM capabilities and limitations.

• Experience with regulated industries and compliance requirements.

• Experience managing delivery teams with embedded engineers at customer sites.

• Familiarity with AI agent frameworks, tool use patterns, and orchestration architectures.

Annual compensation range for this role is €190,000-€215,000 EUR.

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Key Responsibilities:

• Own and manage a portfolio of high-value enterprise customers across China and the broader APAC region.
• Act as Fal.ai's first GTM representative in APAC, helping establish regional account strategies, operating rhythms, and customer engagement best practices.
• Serve as the primary point of contact for strategic accounts, building trusted relationships with both technical and executive stakeholders.
• Develop and execute account plans focused on expansion, increased platform adoption, and consumption-based revenue growth.
• Partner closely with engineering and product teams to scope, design, and deliver complex, high-impact customer solutions.
• Operate with a high degree of responsiveness and accountability, ensuring timely communication with customers and internal teams across global time zones.
• Own and exceed a consumption-based revenue target, maintaining accurate forecasting and reporting.
• Lead customer engagements including QBRs, executive briefings, and regional or on-site meetings as needed.
• Analyze account usage and performance metrics to identify trends, risks, and growth opportunities.
• Stay informed on developments in AI and Generative Media to shape customer strategy and provide actionable product feedback.

Requirements:

• Fluency in Mandarin and English (required) with the ability to conduct professional, business-level conversations in both languages.
• 6+ years of experience managing enterprise customers selling to software developers, engineering, or data teams.
• Proven success managing $10M+ annual revenue portfolios and consistently meeting or exceeding quota.
• Experience operating autonomously in fast-paced, high-growth environments, ideally as an early regional or GTM hire.
• Strong track record of managing complex, multi-stakeholder enterprise relationships.
• Experience engaging directly with senior executives and navigating large, global organizations.
• Exceptional communication, organization, and follow-through, with a strong bias toward responsiveness.
• Comfort working remotely with distributed teams across APAC, the US, and other regions.
• Ability to translate technical concepts into clear business value for both technical and non-technical audiences.

Why you'll thrive here:

• Lead with empathy and curiosity. You invest time in understanding your customers' priorities and how Generative Media can advance their goals.
• Are passionate about AI. You're excited by the potential of generative models to transform creativity, media, and business outcomes.
• Love to build. You thrive in fast-growing environments where you can shape systems, processes, and playbooks from the ground up.
• Welcome ambiguity. You approach new challenges with creativity, persistence, and an experimental mindset.

What we offer:

• Interesting and challenging work
• Competitive salary and equity
• A lot of learning and growth opportunities
• Regular team events and offsites

Compensation:

Competitive Salary + equity + comprehensive benefits package

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You'll combine your deep technical expertise with customer-facing skills to architect innovative LLM solutions that address complex business challenges while maintaining our high standards for safety and reliability.

Working closely with our Sales, Product, and Engineering teams, you'll guide customers from initial technical discovery through successful deployment. You'll leverage your expertise to help customers understand Claude's capabilities, develop evals, and design scalable architectures that maximize the value of our AI systems.

Responsibilities:

Partner with account executives to deeply understand customer requirements and translate them into technical solutions, ensuring alignment between business objectives and technical implementation

Serve as the primary technical advisor to enterprise customers throughout their Claude adoption journey, from discovery to initial evaluation through deployment. You will need to coordinate internally across multiple teams & stakeholders to drive customer success

Support customers building with both the Claude API and Claude for Work

Create and deliver compelling technical content tailored to different audiences. You will need to be able to spread the gamut from technical deep dives for engineering & development teams up to business value focused conversations with executives

Guide technical architecture decisions and help customers integrate Claude effectively into their existing technology stack

Help customers develop evaluation frameworks to measure Claude's performance for their specific use cases

Identify common integration patterns and contribute insights back to our Product and Engineering teams

Travel occasionally to customer sites for workshops, technical deep dives, and relationship building

Maintain strong knowledge of the latest developments in LLM capabilities and implementation patterns

You may be a good fit if you have:

5+ years of experience in technical customer-facing roles such as Solutions Architect, Sales Engineer, or Technical Account Manager

Experience working with enterprise customers, navigating complex buying cycles involving multiple stakeholders

Exceptional ability to build relationships with and communicate technical concepts to diverse stakeholders to include C-suite executives, engineering & IT teams, and more

Strong technical communication skills with the ability to translate customer requirements between technical and business stakeholders

Experience designing scalable cloud architectures and integrating with enterprise systems

Comfortable with python

Familiarity with common LLM frameworks and tools or a background in machine learning or data science

Excitement for engaging in cross-organizational collaboration, working through trade-offs, and balancing competing priorities

A love of teaching, mentoring, and helping others succeed

Excellent communication and interpersonal skills, able to convey complicated topics in easily understandable terms to a diverse set of external and internal stakeholders. You enjoy engaging in cross-organizational collaboration, working through trade-offs, and balancing competing priorities

Passion for thinking creatively about how to use technology in a way that is safe and beneficial, and ultimately furthers the goal of advancing safe AI systems

Please note this role requires 3 days in office per week.

Deadline to apply: None. Applications will be reviewed on a rolling basis.

The annual compensation range for this role is listed below.

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: $240,000-$315,000 USD

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You'll combine your deep technical expertise with customer-facing skills to architect innovative LLM solutions that address complex business challenges while maintaining our high standards for safety and reliability.

Working closely with our Sales, Product, and Engineering teams, you'll guide customers from initial technical discovery through successful deployment. You'll leverage your expertise to help customers understand Claude's capabilities, develop evals, and design scalable architectures that maximize the value of our AI systems.

Responsibilities: Partner with account executives to deeply understand customer requirements and translate them into technical solutions, ensuring alignment between business objectives and technical implementation Serve as the primary technical advisor to enterprise customers throughout their Claude adoption journey, from discovery to initial evaluation through deployment. You will need to coordinate internally across multiple teams & stakeholders to drive customer success Support customers building with both the Claude API and Claude for Work Create and deliver compelling technical content tailored to different audiences. You will need to be able to spread the gamut from technical deep dives for engineering & development teams up to business value focused conversations with executives Guide technical architecture decisions and help customers integrate Claude effectively into their existing technology stack Help customers develop evaluation frameworks to measure Claude's performance for their specific use cases Identify common integration patterns and contribute insights back to our Product and Engineering teams Travel occasionally to customer sites for workshops, technical deep dives, and relationship building Maintain strong knowledge of the latest developments in LLM capabilities and implementation patterns

Requirements: 5+ years of experience in technical customer-facing roles such as Solutions Architect, Sales Engineer, or Technical Account Manager Experience working with enterprise customers, navigating complex buying cycles involving multiple stakeholders Exceptional ability to build relationships with and communicate technical concepts to diverse stakeholders to include C-suite executives, engineering & IT teams, and more Strong technical communication skills with the ability to translate customer requirements between technical and business stakeholders Experience designing scalable cloud architectures and integrating with enterprise systems Comfortable with python Familiarity with common LLM frameworks and tools or a background in machine learning or data science Excitement for engaging in cross-organizational collaboration, working through trade-offs, and balancing competing priorities A love of teaching, mentoring, and helping others succeed Excellent communication and interpersonal skills, able to convey complicated topics in easily understandable terms to a diverse set of external and internal stakeholders. You enjoy engaging in cross-organizational collaboration, working through trade-offs, and balancing competing priorities Passion for thinking creatively about how to use technology in a way that is safe and beneficial, and ultimately furthers the goal of advancing safe AI systems

Benefits: Annual Salary: £150,000-£190,000 GBP 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.

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Location: Remote - US

At Twilio, we're shaping the future of communications, all from the comfort of our homes. We deliver innovative solutions to hundreds of thousands of businesses and empower millions of developers worldwide to craft personalized customer experiences.

Our dedication to remote-first work, and strong culture of connection and global inclusion means that no matter your location, you're part of a vibrant team with diverse experiences making a global impact each day.

As we continue to revolutionize how the world interacts, we're acquiring new skills and experiences that make work feel truly rewarding.

Your career at Twilio is in your hands.

We use Artificial Intelligence (AI) to help make our hiring process efficient. That said, every hiring decision is made by real Twilions!

Join the team as Twilio's next Strategic Account Executive 4!

About the Job

This position is needed to lead relationships with our growth and mid-market Communications platform customers who consume our messaging, voice and email services.

You will be directly responsible for protecting and growing Twilio's communications business across your assigned customers.

As an Associate Strategic Account Executive, you will drive highly analytical and consultative sales cycles with customers that are running large scale, global, competitively sourced, compliance-heavy, use case-specific businesses.

This role is highly cross functional, and your success will depend on building deep partnerships across product management, finance, support, and operations.

Responsibilities

In this role, you'll:

Manage and expand some of our most important Regulated Verticals customer accounts.

Develop, drive, and execute account strategy to consistently deliver strong revenue, gross margin, and gross profit results.

Partner closely with other Twilio teams to identify new revenue opportunities within your Regulated Verticals account portfolio.

Serve on a cross-functional account team with representatives from product, finance, support, and services teams.

Run a disciplined forecast, consistently achieve goals, and present guidance to executive management.

Run highly consultative sales cycles with our largest customers with a focus on deep discovery, listening to customer needs and being an effective champion for their point of view in the organization.

Generates and maintains an accurate sales pipeline and forecast utilizing our CRM, Salesforce

Qualifications

Twilio values diverse experiences from all kinds of industries, and we encourage everyone who meets the required qualifications to apply.

If your career is just starting or hasn't followed a traditional path, don't let that stop you from considering Twilio.

We are always looking for people who will bring something new to the table!

*Required:

Possess a total of 5 years of sales experience, with a minimum of 1 year dedicated to major account or strategic sales.

Demonstrate expertise in managing or leading quantitative, highly analytical products and solutions for customers.

Accountable for relationship management, cross sells, upsells and solutions consulting.

Comfortable working with business and highly technical leaders, while influencing their understanding and building supportive partnerships.

Analytical account development strategy based on using data to find opportunities and prove value.

Demonstrated track record of managing business forecasts and financial models.

Entrepreneurial mindset with appetite to define process and build programs.

Record of delivering revenue and gross profit results, especially for large-scale and enterprise customers.

Excellent verbal and written communication skills.

Bachelor’s Degree or equivalent years of experience.

Desired:

Deep experience working with telecom companies, including CPAAS, SMS aggregators, carriers, or global communications platforms.

Domain expertise from a highly quantitative industry such as DevOps, Fintech, advertising optimization, investment banking, security or commodity trading especially in non-standard segments.

Software, SaaS, CPaas or PaaS selling experience

Location

This role will be remote, but is not eligible to be hired in CA, CT, IL, MA, MD, NJ, NY, OR, PA, RI, TX, VA, WA, or Washington DC.

Travel

We prioritize connection and opportunities to build relationships with our customers and each other.

For this role, approximately 30% travel is anticipated to help you connect in-person in a meaningful way.

What We Offer

Working at Twilio offers many benefits, including competitive pay, generous time off, ample parental and wellness leave, healthcare, a retirement savings program, and much more.

Offerings vary by location.

Compensation

*Please note this role is open to candidates outside of California, Colorado, Hawaii, Illinois, Maryland, Massachusetts, Minnesota, New Jersey, New York, Vermont, Washington D.C., and Washington State.

The information below is provided for candidates hired in those locations only.

The estimated pay ranges for this role are as follows:

Based in Colorado, Hawaii, Minnesota or Vermont: $132,192.00 - $165,240.00.

Based in Washington D.C., Illinois, Maryland, Massachusetts or California (outside of the San Francisco Bay Area): $139,536.00 - $174,420.00.

Based in New York, New Jersey, Washington State, or the San Francisco Bay area, California: $146,880.00 - $183,600.00.

This role may be eligible to participate in Twilio’s equity plan.

All roles are generally eligible for the following benefits: health care insurance, 401(k) retirement account, paid sick time, paid personal time off, paid parental leave.

This role is eligible to earn commissions.

The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location.

Applications for this role are intended to be accepted until April 16, 2026, but may change based on business needs.

Twilio thinks big. Do you?

We like to solve problems, take initiative, pitch in when needed, and are always up for trying new things.

That's why we seek out colleagues who embody our values , something we call Twilio Magic.

Additionally, we empower employees to build positive change in their communities by supporting their volunteering and donation efforts.

So, if you're ready to unleash your full potential, do your best work, and be the best version of yourself, apply now!

If this role isn't what you're looking for, please consider other open positions.

Twilio is proud to be an equal opportunity employer.

We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics.

We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law.

Qualified applicants with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act.

Additionally, Twilio participates in the E-Verify program in certain locations, as required by law.

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This is not a scaled marketing role. You will treat each account as its own market, building deeply customized programs that accelerate complex, multi-year enterprise commitments.

You'll be embedded in account teams, attending weekly pipeline reviews, contributing to account plans, and serving as the dedicated marketing partner to sales leadership for our biggest and most complex relationships.

Your work will span buying committee mapping, executive engagement programs, account-specific content and events, and personalized campaigns designed for complex, multi-stakeholder deals.

This role requires someone who thrives on depth over breadth,spending significant effort building transformational relationships with strategic accounts.

You'll work alongside C-suite executives and developers alike at category-defining tech companies, positioning Anthropic as a strategic AI transformation partner.

Ideal candidates will have 7+ years B2B marketing experience with demonstrable focus on strategic accounts or enterprise customers, a proven track record building world-class 1:1 ABM programs, and experience orchestrating complex, multi-threaded account strategies across C-suite, technical buyers, and procurement in accounts with $10M+ deal potential.

Additional ideal skills include experience with executive engagement programs, deep expertise in buying committee mapping and multi-threaded engagement strategies, and experience marketing AI/ML or developer infrastructure products.

The annual compensation range for this role is $320,000-$320,000 USD.

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Reporting to the Director of Enterprise Sales, Hunting Team, you will be responsible for driving strategic growth and expanding our footprint across the region's most critical enterprise accounts.

Key responsibilities include:

• Assessing assigned accounts and developing strategies to execute against them
• Building a customer base by identifying and closing new logo opportunities
• Leading customers and partners to identify impactful big data and AI use cases while proving out their value on the Databricks Lakehouse platform
• Identifying land opportunities and developing expand/consumption use cases
• Orchestrating and utilizing internal teams to maximize the impact on your ecosystem

What we look for:

• 5+ years of experience selling SaaS solutions to Enterprise Customers
• Extensive experience and strong performance in new logo hunting
• Experience working in Big Data, Cloud, or SaaS industries with some technical sales experience
• Successful experience selling complex software deals and quota over-achievement
• Understanding of consumption-based land and expand sales models is advantageous
• Knowledge of the Data & AI space with some technology sales experience
• Evidence of creating demand that delivered substantial business value
• Experience of following robust sales methodologies and process, e.g. account planning, MEDDPICC, Value Selling and accurate forecasting
• Experience of building effective champions, collaborative teams and partnerships to support execution of your territory plan
• Understanding of how to identify all key use cases and buying centers in an opportunity to increase the impact of Databricks in an organization

Fluent French and business English required.

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Key responsibilities include:

• Proactively identifying new business opportunities using all available tools and resources
• Converting prospects into customers by clearly differentiating Cloudflare's value and partnering effectively with channel partners to build and grow accounts
• Maintaining strong knowledge of the partner and customer landscape across your territory (Hungary, Slovenia, Serbia)
• Leveraging the channel ecosystem to gain access to new accounts and expand market reach
• Executing targeted call campaigns for potential customers, in collaboration with aligned Business Development Representatives

The ideal candidate will have:

• 6+ years of experience selling SaaS solutions,preferably in Security,to mid-enterprise and enterprise customers
• Proven success in both new business acquisition and expansion within existing accounts
• A strong background in B2B SaaS solution selling
• Solid understanding of IT and cybersecurity concepts

Key competencies include:

• Strong sales orientation with a collaborative, team-first mindset
• Hunter mentality with a proactive approach to identifying and pursuing opportunities
• Results-driven, consistently aiming to exceed targets and expectations
• High energy, enthusiasm, and a positive attitude
• Excellent listening and communication skills, with the ability to build strong relationships

If you're a driven sales professional with a passion for technology and a desire to join a fast-growing company, we'd love to hear from you!

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This position is needed to lead relationships with our largest current Communications platform customers who consume our messaging, voice and email services. You will be directly responsible for protecting and growing Twilio's communications business across your assigned customers, specifically in NEA.

As a Strategic Account Executive, you will drive highly analytical and consultative sales cycles with customers that are running large scale, global, competitively sourced, compliance-heavy, use case-specific businesses.

Responsibilities:

• Manage and expand some of our most important customer accounts, including high growth technology, logistics, and fintech companies.

• Develop, drive, and execute account strategy to consistently deliver strong revenue, gross margin, and gross profit results.

• Partner closely with other Twilio teams to identify new revenue opportunities within your account portfolio.

• Serve on a cross-functional account team with representatives from product, finance, support, and services teams.

• Run a disciplined forecast, consistently achieve goals, and present guidance to executive management.

• Run highly consultative sales cycles with our largest customers with a focus on deep discovery, listening to customer needs and being an effective champion for their point of view in the organization

Qualifications:

• More than 12+ years of combined experience in major account or strategic sales, managing or leading quantitative, highly analytical products and solutions for customers.

• Accountable for relationship management, cross sells, upsells and solutions consulting.

• Comfortable working with business and highly technical leaders, while influencing their understanding and building supportive partnerships.

• Analytical account development strategy based on using data to find opportunities and prove value.

• Demonstrated track record of managing business forecasts and financial models.

• Entrepreneurial mindset with appetite to define processes and build programs.

• Proven track record of developing, growing and delivering revenue & gross profit results, especially for large-scale and enterprise customers in Asia.

• Excellent verbal and written communication skills.

• Bachelor’s Degree or equivalent years of experience.

Desired:

• Cross selling experience to Marketing, Engineering and Product.

• Telco, CPaas or PaaS selling experience.

Travel:

We prioritize connection and opportunities to build relationships with our customers and each other. For this role, approximately 30% travel is anticipated to help you connect in-person in a meaningful way.

What We Offer:

Working at Twilio offers many benefits, including competitive pay, generous time off, ample parental and wellness leave, healthcare, a retirement savings program, and much more. Offerings vary by location.

Twilio thinks big. Do you? We like to solve problems, take initiative, pitch in when needed, and are always up for trying new things. That's why we seek out colleagues who embody our values , something we call Twilio Magic. Additionally, we empower employees to build positive change in their communities by supporting their volunteering and donation efforts. So, if you're ready to unleash your full potential, do your best work, and be the best version of yourself, apply now!

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You'll be responsible for leading and growing the DACH Applied AI Architect team, establishing processes and best practices for your segment's pre-sales engagements based on your depth of experience and knowledge of the market, helping each team member achieve success, high productivity, and career growth, and representing Anthropic as a technical lead on some of its most important partnerships.

In collaboration with Sales, Product, and Engineering teams, you'll help large enterprise customers incorporate leading-edge AI systems into both internal business transformation initiatives and customer-facing products. You will also help build technical GTM plays for Anthropic’s products and define high-value industry solutions.

Responsibilities:

• Hire, manage and mentor a team of Applied AI Architects for DACH, providing both technical guidance and career development
• Set goals and reviews for your team, promoting growth and output
• Work with a handful of highest-value enterprise customers on their overall AI adoption strategies, focusing on pre-sales technical excellence including use case scoping, architecture reviews, technical champion building, technical adoption workshops and POC execution
• Partner closely with your aligned GTM leadership to understand customer requirements and co-build GTM strategies to drive adoption across all industry verticals
• Own the technical portions of pre-sales engagements, ensuring your team provides compelling demos and validates customer ROI from Anthropic products
• Develop scalable technical engagement frameworks and reusable assets tailored for all non-tech sectors, including Financial Services & Insurance, Healthcare, Telco, Retail and others.
• Drive collaboration from cross-functional teams to influence and unify stakeholders at all levels of the organization to drive business outcomes
• Travel to customer sites for executive-level sessions, technical workshops, and building relationships
• Establish a shared vision for creating solutions that enable beneficial and safe AI
• Lead the vision, strategy, and execution of innovative solutions that leverage our latest models' capabilities
• Contribute to thought leadership through conference presentations, webinars, and technical content creation
• Stay current with emerging AI/ML trends and competitive landscape across all major Industries verticals

You may be a good fit if you have:

• 7+ years of experience as an Solutions Architect, Sales Engineer, or similar pre-sales technical role
• 3+ years of technical go-to-market management experience, specifically managing pre-sales teams
• Experience working with and selling to large enterprise customers across multiple verticals
• Demonstrated ability to navigate and articulate complex technical, organisational and regulatory requirements of large enterprises, in particular in regulated industries (e.g FSI, Healthcare & Life Sciences)
• A proven knowledge of the DACH market and its local specificities (regulatory, cultural, technical…)
• Experience framing and delivering enterprise AI use cases (productivity, workflow transformation) and or scoping large enterprise adoption programs
• Deep technical proficiency with enterprise AI deployments, API integrations, and production LLM use cases
• Demonstrated ability to build scalable, repeatable processes and frameworks that work across diverse customer segments
• An organisational mindset and enjoy building foundational teams in a relatively unstructured environment
• Excellent communication, collaboration, and coaching abilities
• Comfort dealing with highly uncertain, ambiguous, and fast-moving environments
• Strong executive presence and ability to foster deep relationships with technical leaders and engineering teams
• High-level familiarity with the architecture and operation of LLM and/or ML in general
• Experience with prompt engineering, LLM evaluation, and architecting AI-powered systems
• Ability to make ambiguous problems clear and identify core principles that can translate across scenarios
• A passion for making powerful technology safe and societally beneficial
• Creative thinking about the risks and benefits of new technologies, beyond past checklists and playbooks
• A track record of staying current with emerging AI research and industry trends

Strong candidates may also have:

• 10+ years technical experience
• 5+ years managing AI technical teams in hypergrowth (ideally from 0 to 30+)
• Previous experience leading solutions architect or pre-sales teams through rapid growth
• Proven experience and understanding across all key non-tech industry verticals, in particular the regulated industries: Financial Services, Insurance, Healthcare, Life Sciences, Telco, Retail, Consumer Goods, Manufacturing, Oil & Gas, etc.
• In addition to English, native or fluency in a DACH language
• Demonstrated experience in defining and delivering enterprise AI use cases in regulated industries: e.g Banking, Insurance, Healthcare and Life sciences
• Track record building technical playbooks and assets that scale across diverse customer segments
• Understanding of both digital-native technical requirements (API integration, developer experience) and traditional enterprise needs (security, compliance, change management)
• Background at enterprise AI software or API-first companies serving large enterprise customers
• Proven experience building a DACH AI team

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.

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We are looking for a creative, delivery-oriented Named Enterprise Account Executive to join the team in France to maximise the phenomenal market opportunity that exists for Databricks.

As an Account Executive, you will be responsible for selling innovation and value to existing customers, identifying new use cases and growing consumption. You will guide deals forward to compress decision cycles and develop an understanding of technical product details and roadmap to build trust with executives and technical champions.

Responsibilities:

• Co-develop a business plan, with your team and ecosystem partners, that accelerates customer success to exceed quarterly/annual consumption and booking goals
• Lead your team, customers and partners to identify impactful data and AI use cases whilst proving out their value on the Databricks Data Intelligence platform
• Implement the data and AI transformation goals of your customer through a combination of strategic partnerships, well scoped professional services, training and targeted Executive engagement

What we look for:

• Extensive experience selling complex solutions to Enterprise Customers
• Experience managing and leading complex, federated sales campaigns in major accounts
• Experience working in Data, Cloud industries with some technical sales experience
• Proof of exceeding sales quotas in high-growth Enterprise software companies
• Experience driving consumption and commit-based engagement models and strategies working with professional services and training teams
• Experience co-selling and scaling your business with Cloud Vendors (AWS, Azure and Google Cloud teams) and Global Solution Integrators (GSI)
• Experience of building effective champions, collaborative teams and partnerships to support execution of your account / territory plan
• Understanding of how to identify all key uses cases and buying centres in an opportunity to increase the impact of Databricks in an organisation
• Experience of following robust sales methodologies and process, e.g. account planning, MEDDPICC, Value Selling and accurate forecasting

Requirements:

• Bachelor's Degree or relevant work experience
• Fluent French and business English is required

Benefits:

At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region, please click here.

Our Commitment to Diversity and Inclusion:

At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards.

Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics.

Compliance:

If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.

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You will serve as a trusted advisor and operational force multiplier, bringing deep B2B SaaS expertise to help teams achieve revenue targets while building scalable frameworks that drive industry-specific customer success.

Enterprise Strategy & Analysis:

• Partner with sales and regional leaders to develop gtm strategy, motions, country/region prioritisation and sector focus and strategy. Refine industry-specific go-to-market strategies across key verticals (e.g., Financial Services, Healthcare, Technology, Retail, Manufacturing etc.)
• Identify Industry customer needs, pain points etc. and share feedback cross functionally to guide solution building across global teams such as product, engineering, finance, legal etc.
• Build and maintain industry-specific value propositions, use cases, and sales playbooks
• Drive territory and account segmentation strategies based on industry characteristics and opportunity
• Establish industry benchmarks and best practices to guide sales approach and prioritization
• Work with Finance on target setting, planning and bottom-up modeling

Go-to-Market Strategy & Execution:

• Develop comprehensive industry frameworks that standardize how customers in each vertical derive value from our solutions
• Drive quarterly, semi-annual, and annual planning cycles for industry-focused GTM segments
• Analyze industry-specific sales metrics and pipeline dynamics to develop proactive insights
• Partner with Account Executives to evolve sales motions and industry best practices based on vertical nuances
• Continuously evaluate market opportunities, competitive positioning, and whitespace within target industries

Cross-Functional Leadership:

• Lead collaboration across Strategy and RevOps, Sales Enablement, Strategic Finance, Product, and Marketing teams to ensure industry alignment
• Work with Product teams to communicate industry-specific feature requirements and market feedback
• Prepare executive-level materials including industry performance reviews, strategic planning sessions, and board updates
• Drive alignment across teams to ensure consistent execution of industry-specific go-to-market strategies
• Partner with Marketing on industry-focused campaigns, events, and thought leadership initiatives

Operational Excellence:

• Remove operational bottlenecks specific to complex industry sales cycles and compliance requirements
• Execute critical processes including strategic account transitions, industry-specific CRM configurations, and vertical market data management
• Optimize sales technology stack and ensure effective adoption of Salesforce and other sales tools
• Establish sales process methodology, qualification criteria, and stage definitions for consistent execution
• Ensure smooth operations across complex, multi-stakeholder sales motions typical in enterprise B2B software

Requirements:

• 10+ years of experience in B2B SaaS or enterprise software, with focus on sales strategy, revenue operations, industry consulting, or commercial roles
• Deep expertise in one or more enterprise industry verticals with proven track record of driving growth in those markets
• Strong analytical capabilities with demonstrated ability to convert complex industry data into actionable insights and strategy
• Direct experience in commercial GTM roles selling or supporting sales of B2B software solutions to enterprise customers
• Proven experience designing territories, setting quotas, and building variable compensation plans for enterprise sales teams
• Track record of building sales capacity models, productivity frameworks, and headcount planning processes
• Extensive experience with enterprise CRM systems (Salesforce required) and business intelligence tools
• Proven ability to influence and partner with C-level stakeholders and senior sales leadership
• Track record of developing industry-specific frameworks, sales plays, and value propositions

Preferred Qualifications:

• Experience at high-growth B2B SaaS companies, particularly in industry-focused GTM or vertical sales roles
• Background in AI/ML, cloud infrastructure, or enterprise software companies serving multiple industries
• Track record of scaling sales organizations through 3x+ growth periods in B2B software
• MBA or advanced degree
• Experience building industry-specific go-to-market motions from scratch
• Direct enterprise sales or sales engineering experience in complex, multi-stakeholder environments
• Experience with emerging technologies (AI, ML) in enterprise contexts
• Management consulting experience with focus on industry strategy or commercial excellence

Benefits:

• Annual compensation range: €140,000 - €200,000 EUR
• 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.

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Reporting to the Director of Enterprise Sales, you will assess your list of assigned accounts and develop a strategy to execute against it. You will build a customer base, identifying and closing new logo opportunities, and lead your customers and partners to identify impactful big data and AI use cases whilst proving out their value on the Databricks Lakehouse platform.

Key responsibilities include:

• Identifying land opportunities and developing the expand/consumption use cases
• Orchestrating and utilising internal teams to maximise the impact on your ecosystem
• Building exceptional value with all engagements to guide successful negotiations to close

We look for candidates with a minimum of 5+ years of experience selling SaaS solutions to Enterprise Customers, extensive experience and strong performance in new logo hunting, and experience working in Big Data, Cloud, or SaaS industries with some technical sales experience.

Benefits include comprehensive benefits and perks that meet the needs of all employees, and a commitment to fostering a diverse and inclusive culture where everyone can excel.

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You will serve as a trusted advisor and operational force multiplier, bringing deep B2B SaaS expertise to help teams achieve revenue targets while building scalable frameworks that drive industry-specific customer success.

Responsibilities:

Enterprise Strategy & Analysis:

• Partner with sales and regional leaders to develop go-to-market strategy, motions, country/region prioritisation and sector focus and strategy. Refine industry-specific go-to-market strategies across key verticals (e.g., Financial Services, Healthcare, Technology, Retail, Manufacturing etc.)

• Identify Industry customer needs, pain points etc. and share feedback cross functionally to guide solution building across global teams such as product, engineering, finance, legal etc.

• Build and maintain industry-specific value propositions, use cases, and sales playbooks

• Drive territory and account segmentation strategies based on industry characteristics and opportunity

• Establish industry benchmarks and best practices to guide sales approach and prioritization

• Work with Finance on target setting, planning and bottom-up modeling

Go-to-Market Strategy & Execution:

• Develop comprehensive industry frameworks that standardize how customers in each vertical derive value from our solutions

• Drive quarterly, semi-annual, and annual planning cycles for industry-focused GTM segments

• Analyze industry-specific sales metrics and pipeline dynamics to develop proactive insights

• Partner with Account Executives to evolve sales motions and industry best practices based on vertical nuances

• Continuously evaluate market opportunities, competitive positioning, and whitespace within target industries

Cross-Functional Leadership:

• Lead collaboration across Strategy and RevOps, Sales Enablement, Strategic Finance, Product, and Marketing teams to ensure industry alignment

• Work with Product teams to communicate industry-specific feature requirements and market feedback

• Prepare executive-level materials including industry performance reviews, strategic planning sessions, and board updates

• Drive alignment across teams to ensure consistent execution of industry-specific go-to-market strategies

• Partner with Marketing on industry-focused campaigns, events, and thought leadership initiatives

Operational Excellence:

• Remove operational bottlenecks specific to complex industry sales cycles and compliance requirements

• Execute critical processes including strategic account transitions, industry-specific CRM configurations, and vertical market data management

• Optimize sales technology stack and ensure effective adoption of Salesforce and other sales tools

• Establish sales process methodology, qualification criteria, and stage definitions for consistent execution

• Ensure smooth operations across complex, multi-stakeholder sales motions typical in enterprise B2B software

You may be a good fit if you have:

• 10+ years of experience in B2B SaaS or enterprise software, with focus on sales strategy, revenue operations, industry consulting, or commercial roles

• Deep expertise in one or more enterprise industry verticals with proven track record of driving growth in those markets

• Strong analytical capabilities with demonstrated ability to convert complex industry data into actionable insights and strategy

• Direct experience in commercial GTM roles selling or supporting sales of B2B software solutions to enterprise customers

• Proven experience designing territories, setting quotas, and building variable compensation plans for enterprise sales teams

• Track record of building sales capacity models, productivity frameworks, and headcount planning processes

• Extensive experience with enterprise CRM systems (Salesforce required) and business intelligence tools

• Proven ability to influence and partner with C-level stakeholders and senior sales leadership

• Track record of developing industry-specific frameworks, sales plays, and value propositions

• Bachelor's degree in business, economics, or related field

Strong candidates may also have:

• Experience at high-growth B2B SaaS companies, particularly in industry-focused GTM or vertical sales roles

• Background in AI/ML, cloud infrastructure, or enterprise software companies serving multiple industries

• Track record of scaling sales organisations through 3x+ growth periods in B2B software

• MBA or advanced degree

• Experience building industry-specific go-to-market motions from scratch

• Track record of scaling sales organisations through 3x+ growth periods in B2B software

• Direct enterprise sales or sales engineering experience in complex, multi-stakeholder environments

• Experience with emerging technologies (AI, ML) in enterprise contexts

• Management consulting experience with focus on industry strategy or commercial excellence

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The AI platform for investors and bankers that generates alpha and drives upside.

Founded in 2020 by George Sivulka and backed by Peter Thiel and Andreessen Horowitz, Hebbia powers investment decisions for BlackRock, KKR, Carlyle, Centerview, and 40% of the world's largest asset managers. Our flagship product, Matrix, delivers industry-leading accuracy, speed, and transparency in AI-driven analysis. It is trusted to help manage over $30 trillion in assets globally.

We deliver the intelligence that gives finance professionals a definitive edge. Our AI uncovers signals no human could see, surfaces hidden opportunities, and accelerates decisions with unmatched speed and conviction. We do not just streamline workflows. We transform how capital is deployed, how risk is managed, and how value is created across markets.

Hebbia is not a tool. Hebbia is the competitive advantage that drives performance, alpha, and market leadership.

The Role

Engineering Managers at Hebbia are technical leaders who build, ship, and lead. Every manager on our team writes code, reviews pull requests, and makes architecture decisions alongside the engineers they lead. This role requires strong technical ability. If you are looking for a role that is purely people management, this is not the right fit.

You will own a team and a problem space. You will set technical direction, unblock engineers, raise the bar on quality, and ship product that our customers rely on to make investment decisions. You are a strong partner to your product counterpart, and when they are out you drive the product yourself. Product intuition and business understanding are as important as technical depth in this role. You will also hire, coach, and grow your team. Our interview process reflects how we work: expect systems design, coding, and architecture discussions in addition to leadership and management conversations.

Responsibilities

• Own the technical direction and delivery for your team. Set roadmap priorities, define architecture, and make tradeoffs between speed and quality.
• Write and review code. You will spend meaningful time in the codebase, not in meetings about the codebase.
• Hire, coach, and develop engineers. Run effective 1:1s, give direct feedback, and build a team that compounds in strength over time.
• Drive operational excellence for the systems your team owns: monitoring, incident response, on-call, and reliability.
• Collaborate with product and design to translate customer problems into technical solutions that ship fast. When your PM is unavailable, you own the product direction for your team.
• Work directly with customers and internal stakeholders to understand requirements and inform priorities.
• Identify and pay down technical debt. Make pragmatic decisions about when to invest in foundations versus when to move fast.
• Raise the engineering bar across the organization through better tooling, processes, and culture.

Who You Are

• 7+ years of software engineering experience at a venture-backed startup or top-tier technology company, with at least 2 years in a technical lead or engineering management role
• You still write code and want to keep writing code. You see management as a way to multiply impact, not a way to stop building.
• Strong systems design and architecture skills. You can design, critique, and evolve complex distributed systems.
• Experience building and scaling backend systems, data pipelines, or platform infrastructure in production
• Track record of hiring and developing strong engineers. You know what good looks like and you can attract it.
• Strong product intuition. You understand what customers need, why it matters to the business, and can make good product decisions independently.
• High ownership and urgency. You take accountability for outcomes, not process.
• Comfortable working in ambiguity. Priorities shift, requirements are underspecified, and you figure it out.
• Experience with cloud platforms (e.g., AWS) and modern backend technologies (Python, TypeScript, Go)
• Strong communicator. You can create clarity for your team, your stakeholders, and your customers.
• Experience building or leading teams that work with LLMs, agentic systems, or applied AI/ML in production is a plus
• Background in applied research or experience bridging research and production engineering is a plus
• Experience with enterprise customers, particularly in finance, legal, or consulting domains is a plus

Compensation

The salary range for this role is $200,000 to $300,000. This range may be inclusive of several career levels at Hebbia and will be narrowed during the interview process based on the candidate's experience and qualifications. Adjustments outside of this range may be considered for candidates whose qualifications significantly differ from those outlined in the job description.

Life @ Hebbia

• PTO: Unlimited
• Insurance: Medical + Dental + Vision + 401K
• Eats: Catered lunch daily + DoorDash dinner credit if you ever need to stay late
• Parental leave: 3 months non-birthing parent, 4 months for birthing parent
• Fertility benefits: $15k lifetime benefit
• New hire equity grant: Competitive equity package with unmatched upside potential

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You will think strategically about the art of the possible for the user's business, and be able to clearly articulate that in a way that informs and builds confidence in Stripe's technology. You should be able to engage and motivate cross-functionally both internally and within our customer's organisations at all levels, from Cx to Product Engineering.

Responsibilities:

• Engage with Chief Technical Officers, engineering leads, and other technical leads at key users to share technology roadmaps, demonstrate the latest innovations, and define a solution strategy to solve problems
• Lead technical discussions and solution deep dives with users on the value Stripe can provide to them
• Serve as an advocate for your customers internally, to ensure their needs are represented with product engineering and to influence product direction and priorities
• Plan and participate in quarterly business reviews with your users, identify new opportunities and collaborate on detailed account planning with account teams
• Create technical content (reference architectures, demos, etc.) to share with users as well as speak as a thought leader at industry conferences

You are an experienced technologist with a blend of technical depth and strong business consulting skills. You can write code, but prefer to spend your time working with users to create Stripe solutions to support customer business objectives in complex, mission critical environments.

Minimum requirements:

• 4 years work experience or equivalent in any mixture of roles including pre-sales, technical architecture (application, technical, systems, integration), technical consulting, application delivery or technical engineering role, with at least 1 year in a customer-facing pre-sales role
• Possess strong technical knowledge in software architecture, have breadth across technology stacks with deep hands-on skills, and comfortable talking about technical concepts and explaining how they work, both from a product feature and API architecture perspective
• Ability to write code
• Experience with large enterprise customers
• Strong verbal and written communication abilities, including presenting to large audiences in both German and English

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As an Account Executive, Marketplace, you will use your sales and product expertise to help drive product market fit & growth of Stripe’s products and solutions within the Marketplace segment. You will collaborate with product, engineering and marketing teams to develop deep product and industry knowledge and drive strategic deals. You will be instrumental in leading in-depth product discussions with existing and prospect users globally – and building and executing against our go-to-market strategy.

Responsibilities Drive new business and revenue growth by selling our solutions to a variety of marketplace businesses Lead complex new and expansion deals related to Stripe’s product offerings, capabilities, and tailored solutions Deeply understand the sales process and what competitors offer, with a strong emphasis to overcoming competition to win all deals Synthesize and relay customer feedback and findings to inform Stripe’s product roadmap Engage with Product, Marketing and Account teams to help amplify our growth trajectory globally

Who you are We're looking for someone who meets the minimum requirements to be considered for the role. If you meet these requirements, you are encouraged to apply. The preferred qualifications are a bonus, not a requirement.

Minimum requirements 10+ years of customer-facing experience at a leading technology or payments company and a track record of top performance, working specifically on enterprise or strategic accounts Display a deep passion for fraud prevention and develop deep expertise A proven ability to build strong collaborative working relationships with business partners internally and externally The ability to deal effectively with ambiguity and thrive in an unstructured, fast-moving environment Experience building trusted advisor relationships with senior business leaders Self-starter capable of operating independently to drive meaningful business results Ability to understand complex technical requirements and craft solutions across multiple stakeholders Proven experience to lead complex negotiations involving bespoke commercial agreements.

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Anthropic is seeking a Field Marketing Lead to build and scale our field marketing and demand generation capabilities across EMEA. As a founding member of our EMEA field marketing function, you'll establish the programs and infrastructure that drive pipeline and revenue growth across diverse European markets, while supporting our mission of ensuring safe and beneficial AI development.

This role requires a sophisticated understanding of B2B marketing with demonstrated success in field marketing and working account-based marketing teams to create a regional growth engine. You'll develop and execute comprehensive strategies that drive revenue growth in partnership with Sales, Segment Marketing, Product Marketing teams, creating compelling programs and flywheel motions that empower the EMEA Sales team to achieve their revenue targets.

EMEA represents both our biggest international opportunity and our most complex challenge—a region where data sovereignty requirements, diverse regulatory frameworks, and sophisticated local competitors demand a fundamentally different approach than what's worked in North America. You'll work closely with EMEA sales leadership, the global field marketing team, and cross-functional partners to ensure programs directly support revenue growth and strategic account advancement.

Responsibilities:

• Build and lead the EMEA field marketing function, establishing scalable frameworks and processes from scratch in the region
• Drive field marketing initiatives across enterprise, while building scaled programs for startups, adapting strategies for diverse European markets and buying behaviours
• Create and implement field marketing programs including executive roundtables, customer events, industry conferences, partner programs, and ABM activations
• Partner closely with EMEA sales leadership to align field marketing programs with territory and account-specific goals that directly achieve pipeline and revenue goals
• Establish measurement frameworks including lead scoring, attribution models, and ROI reporting to demonstrate marketing's impact on revenue
• Evaluate and select premium third-party events that align with business goals and create high-impact activation strategies
• Collaborate with global Field Marketing and Segment Marketing teams to ensure EMEA programs align with company-wide strategy while meeting local market needs
• Coordinate with EMEA Solutions Marketing and Product Marketing to ensure consistent messaging and positioning in all regional programs
• Manage regional resources including building relationships with key partners, vendors, and industry organisations across EMEA
• Build and manage a regional field marketing budget with strong financial discipline and ROI focus
• Drive continuous improvement through post-program analysis, stakeholder feedback, and data-driven optimisation

You may be a good fit if you:

• Have 10+ years of B2B enterprise marketing experience with blended expertise in field marketing, account-based marketing, demand generation in EMEA markets
• Demonstrate deep understanding of B2B enterprise sales cycles and buying processes - experience working within software companies is required for this position
• Have a track record of successfully building and scaling field marketing and demand generation programs from the ground up
• Have strong analytical skills and data-driven approach to program optimisation and attribution
• Have demonstrated success in contributing to significant revenue goals through integrated marketing initiatives
• Possess international marketing experience and understanding of regional market dynamics across European markets
• Are a proven self-starter who can build and run sophisticated programs with small teams in fast-paced startup environments
• Have strong project management skills with experience managing complex, multi-country programs simultaneously
• Possess exceptional budgeting and financial management capabilities with experience managing substantial field marketing budgets
• Demonstrate cultural awareness and ability to adapt strategies for diverse European markets
• Excel at cross-functional collaboration, particularly with sales teams and executive stakeholders
• Are comfortable with ambiguity and thrive in fast-paced, evolving environments with a bias for thoughtful action

Strong candidates may also:

• Have experience marketing AI/ML or complex technical products to enterprise customers
• Have experience building and leading demand generation teams in EMEA
• Have knowledge of account-based marketing (ABM) strategies and execution
• Have experience at high-growth technology companies such as Okta, Splunk, Snowflake, or Workday
• Have previous experience as a first field marketing hire in a new region
• Have fluency in multiple European languages
• Have understanding of EMEA regulatory and compliance requirements for marketing activities
• Have experience evaluating and activating at premium third-party events strategically, including hospitality management at high-end venues and cultural experiences

Travel Requirements:

For this role, we expect occasional travel to EMEA markets for meetings, events, and training sessions. The frequency and duration of travel will depend on the needs of the role and the company.

Salary:

The salary for this role is competitive and will be discussed during the interview process.

Benefits:

Anthropic offers a comprehensive benefits package, including health insurance, retirement savings plan, and paid time off.

How to Apply:

If you are a motivated and experienced marketing professional looking for a new challenge, please submit your application, including your resume and a cover letter, to [insert contact information]. We look forward to hearing from you!

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Anthropic is seeking a Strategic Account Marketing Lead to own marketing strategy and execution for our most important accounts—the strategic relationships that will define Anthropic's trajectory. This is not a scaled marketing role. You will treat each account as its own market, building deeply customized programs that accelerate complex, multi-year enterprise commitments.

You'll be embedded in account teams, attending weekly pipeline reviews, contributing to account plans, and serving as the dedicated marketing partner to sales leadership for our biggest and most complex relationships. Your work will span buying committee mapping, executive engagement programs, account-specific content and events, and personalized campaigns designed for complex, multi-stakeholder deals.

This role requires someone who thrives on depth over breadth—spending significant effort building transformational relationships with strategic accounts. You'll work alongside C-suite executives and developers alike at category-defining tech companies, positioning Anthropic as a strategic AI transformation partner.

You may be a good fit if you have:

• 7+ years B2B marketing experience with demonstrable focus on strategic accounts or enterprise customers

• Proven track record building world-class 1:1 ABM programs at companies known for strategic account marketing excellence

• Experience orchestrating complex, multi-threaded account strategies across C-suite, technical buyers, and procurement in accounts with $10M+ deal potential

• Track record of running successful executive engagement programs that have driven meaningful pipeline acceleration—CAB programs, executive briefing centers, CXO dinners, or bespoke account experiences

• Experience with land-and-expand motions in strategic accounts—has grown accounts from initial deal to multi-product, enterprise-wide adoption

• Experience at leading tech companies selling to technical audiences—ideally both fast-paced scale-ups AND larger tech companies that understand enterprise selling

• Thrive in depth over breadth—energized by building transformational relationships with a focused set of accounts

Ideal candidates may also have:

• Experience with executive engagement programs—Customer Advisory Boards, executive briefing centers, C-suite dinners

• Deep expertise in buying committee mapping and multi-threaded engagement strategies

• Experience marketing AI/ML or developer infrastructure products

• Expertise in ABM technology building sophisticated targeting, orchestration and measurement infrastructure

Role-specific policy:

For this role, we expect all staff to be able to work from our San Francisco office at least 2 days a week, though we encourage you to apply even if you might need some flexibility for an interim period of time for relocation.

Deadline to apply:

None.

Annual compensation range:

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:

$320,000 - $320,000USD

Logistics

Education requirements:

We require at least a Bachelor's degree in a related field or equivalent experience.

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.

We encourage you to apply even if you do not believe you meet every single qualification.

Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work.

Your safety matters to us.

To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links—visit anthropic.com/careers directly for confirmed position openings.

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 computer science.

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As an Applied AI team member at Anthropic, you will be a Pre-Sales architect focused on becoming a trusted technical advisor helping large enterprises understand the value of Claude and paint the vision on how they can successfully integrate and deploy Claude into their technology stack. You'll combine your deep technical expertise with customer-facing skills to architect innovative LLM solutions that address complex business challenges while maintaining our high standards for safety and reliability.

Working closely with our Sales, Product, and Engineering teams, you'll guide customers from initial technical discovery through successful deployment. You'll leverage your expertise to help customers understand Claude's capabilities, develop evals, and design scalable architectures that maximize the value of our AI systems.

Responsibilities:

• Partner with account executives across Japan to deeply understand customer requirements and translate them into technical solutions, ensuring alignment between business objectives and technical implementation

• Serve as the primary technical advisor to enterprise customers across Japan throughout their Claude adoption journey, from discovery to initial evaluation through deployment. You will need to coordinate internally across multiple teams & stakeholders to drive customer success

• Support customers building with both the Claude API and Claude for Work

• Create and deliver compelling technical content tailored to different audiences across Japan. You will need to be able to spread the gamut from technical deep dives for engineering & development teams up to business value focused conversations with executives

• Guide technical architecture decisions and help customers across Japan integrate Claude effectively into their existing technology stack

• Help customers develop evaluation frameworks to measure Claude's performance for their specific use cases

• Identify common integration patterns and contribute insights back to our Product and Engineering teams

• Travel occasionally to customer sites for workshops, technical deep dives, and relationship building

• Maintain strong knowledge of the latest developments in LLM capabilities and implementation patterns

You may be a good fit if you have:

• 5+ years of experience in technical customer-facing roles such as Solutions Architect, Sales Engineer, or Technical Account Manager

• Native-level Japanese fluency and business-level English required

• Experience working with enterprise customers, navigating complex buying cycles involving multiple stakeholders

• Exceptional ability to build relationships with and communicate technical concepts to diverse stakeholders to include C-suite executives, engineering & IT teams, and more

• Strong technical communication skills with the ability to translate customer requirements between technical and business stakeholders

• Experience designing scalable cloud architectures and integrating with enterprise systems

• Comfortable with python

• Familiarity with common LLM frameworks and tools or a background in machine learning or data science

• Excitement for engaging in cross-organizational collaboration, working through trade-offs, and balancing competing priorities

• A love of teaching, mentoring, and helping others succeed

• Excellent communication and interpersonal skills, able to convey complicated topics in easily understandable terms to a diverse set of external and internal stakeholders. You enjoy engaging in cross-organizational collaboration, working through trade-offs, and balancing competing priorities

• Passion for thinking creatively about how to use technology in a way that is safe and beneficial, and ultimately furthers the goal of advancing safe AI systems

Logistics

Education requirements: We require at least a Bachelor's degree in a related field or equivalent experience. 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.

We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.

Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about the authenticity of an email or a phone call, please don't hesitate to reach out to us directly.

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Anthropic is building the Applied AI team to help the world's most ambitious organisations adopt Claude in ways that are transformative, safe, and lasting. Our Forward Deployed Engineers embed directly with strategic customers to ship production AI applications that solve real business problems. As this practice grows, we need a founding leader to build and scale it.

As the first FDE Manager, you'll own the team that sits at the frontier of enterprise AI deployment. You'll hire and develop a high-performing team of FDEs, set the technical and operational bar for customer engagements, and build the playbooks that turn one-off successes into repeatable patterns. You'll work hand-in-hand with Engagement Managers who own delivery logistics and stakeholder management, while you ensure your team is shipping quality code, growing technically, and representing Anthropic at the highest level in customer environments.

This is a player-coach role with a strong bias toward leadership. You'll stay close enough to the technical work to review architectures, debug production issues, and pair with your team when it matters — but your primary impact will come from the people you hire, the standards you set, and the culture you create. You'll partner cross-functionally with Sales, Product, and Engineering to shape how Anthropic serves its most strategic customers, and your team's field insights will directly influence product direction.

Responsibilities

• Hire, develop, and retain a world-class team of Forward Deployed Engineers. Set a high bar for technical talent and customer instincts.

• Conduct regular 1:1s, provide technical mentorship, and invest in the career growth of each team member. Create an environment where FDEs do the best work of their careers.

• Staff and oversee customer engagements across your team's portfolio, making resource allocation decisions that balance customer needs, team development, and business priorities.

• Collaborate with account teams and Engagement Managers during the pre-sales process to qualify engagements, scope work, and inform statements of work.

• Review technical architectures and code produced by your FDEs, ensuring the team ships high-quality, production-ready solutions that solve real customer problems.

• Stay hands-on enough to lead technical discovery sessions, prototype solutions, and debug complex issues alongside your team when needed.

• Build repeatable playbooks, starter repositories, integration templates, and an internal knowledge base that captures what your team learns in the field.

• Define team OKRs that tie to customer success outcomes and product adoption goals. Create operational cadences — standups, retros, engagement reviews — that keep the team aligned.

• Partner with Product and Engineering to translate field insights into product improvements. Serve as the voice of the customer in internal planning.

• Travel to customer sites as needed (25-50%), particularly during engagement kickoffs and for your team's highest-priority accounts.

You May Be a Good Fit If You Have

• 10+ years of experience in software engineering, solutions architecture, or a technical customer-facing role such as forward deployed engineering or consulting.

• 2+ years of people management experience within a services/post-sales/FDE organisation with a track record of hiring, developing, and retaining strong engineers.

• Experience building organisations from 0->1, not just inheriting an existing one.

• Experience working directly with enterprise customers on technical implementations, including comfort navigating complex organisational dynamics.

• Executive presence with the ability to move fluidly between strategic conversations with senior stakeholders and hands-on debugging sessions with engineers.

• Strong written and verbal communication skills. You can translate technical complexity into clear narratives for diverse audiences.

• Genuine excitement about building something new and defining what great looks like for a team that doesn't yet exist.

Why This Role Matters

You'll be a founding leader of a team that defines how enterprises adopt and scale AI. Your work will directly influence Anthropic's product direction, create reusable patterns for the broader customer base, and establish Anthropic as the trusted partner for AI transformation — all while advancing the responsible development of frontier AI systems.

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Location

São Paulo

Employment Type

Full time

Department

About the Team

OpenAI’s AI Success Engineer team partners with the world’s most ambitious organisations to translate cutting-edge AI into real business value. We guide customers from first deployment through scaled enterprise adoption. Our work spans technical integration and enablement, workflow transformation, and sustained program and product delivery.

Our customers range from fast-growing digital natives to the largest global enterprises, government agencies, and educational institutions. Every engagement is an opportunity to shape how AI changes work, productivity, and innovation. This role sits at the centre of that mission.

About the Role

The AI Success Engineer role is the primary post-sales point of contact for OpenAI’s most important customers. You are responsible for driving account health and adoption, ensuring technical readiness, identifying new use cases, and delivering measurable value to our customers with OpenAI’s ambitiously growing platform.

This role blends technical depth, program management, customer advisory, and product influence. You will partner deeply with customer teams, map workflows, lead configuration, oversee deployment plans, and guide customers toward high-impact use cases that showcase the full value of our platform.

You will work closely with Sales, Solutions Architecture, Product, and Research to ensure the customer experience is connected and successful across every touchpoint. Success in this role means accelerating adoption, increasing customer activation depth, guiding strategic use cases that get to production, and helping customers demonstrate tangible business impact.

This role is based in São Paulo (office 3x a week) and we provide relocation support to new employees.

In this role, you will:

• Lead the technical relationship for post-sale customers and act as their trusted advisor on deployment, adoption, and value realisation.

• Own account health, adoption velocity, and ongoing technical deployment and success across your portfolio.

• Be an expert in all of OpenAI products across our API and agentic platform, Codex, ChatGPT Enterprise, and more and conduct technical enablement and configuration sessions across them.

• Identify and validate use cases by embedding with customer teams to understand workflows and pain points.

• Lead account-level coordination across multiple work streams, including new product activation, change management, and customer rollout and deployment planning.

• Build strong relationships with executive sponsors and technical stakeholders and help align business goals with OpenAI capabilities.

• Translate customer objectives into an actionable adoption roadmap with clear sequencing, milestones, and KPIs.

• Partner with Solutions Architecture, Product, Engineering and Research by surfacing customer feedback, field patterns, and technical blockers and act as a cross-functional navigator who keeps teams aligned, informed, and moving toward customer outcomes.

• Guide value realisation and measure impact through baselines, KPI definition, and post-deployment reporting.

• Facilitate workshops on use case design, adoption best practices, champion building, and internal enablement.

• Help drive expansions by identifying high-leverage opportunities where OpenAI’s platform can power new workflows or lines of business.

• Serve as the technical advisor for existing customer implementations by guiding and optimising account setup, configuration, etc.

You’ll thrive in this role if you:

• 8+ years of experience in technical customer-facing roles such as technical account management, technical GenAI consulting or deployment roles, solutions architecture, technical delivery leadership, customer architecture or engineering, or other deep technical enterprise adoption work.

• Deep, hands-on knowledge of OpenAI product capabilities, APIs, SDKs, connectors, and common integration patterns and able to explain model behaviour, limitations, technical trade-offs, embeddings, retrieval augmentation, and approaches to fine-tuning or custom model usage.

• Understanding and familiarity with coding languages like Python or JavaScript, and comfort with REST APIs, SDKs, automation, CI/CD, containers, and cloud platforms.

• Can translate technical concepts into clear business language and help customers understand the strategic impact of AI technologies.

• Can show a strong record of driving technical deployments with hands-on on customer work and owning impactful adoption and value for large enterprise customers with complex environments and multiple stakeholders.

• Are comfortable embedding with customers to map workflows, identify requirements, and diagnose adoption challenges.

• Have excellent project and program management instincts and can lead multi-work stream initiatives with clarity and structure.

• Enjoy being a thought partner for C-level stakeholders while also diving deep with technical teams.

• Operate with high ownership and can manage fast decision-making, context switching, and dynamic customer needs.

• Have a strong record of driving technical deployments with hands-on on customer work and owning impactful adoption and value for large enterprise customers with complex environments and multiple stakeholders.

About OpenAI

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. We push the boundaries of the capabilities of AI systems and seek to safely deploy them to the world through our products. AI is an extremely powerful tool that must be created with safety and human needs at its core, and to achieve our mission, we must encompass and value the many different perspectives, voices, and experiences that form the full spectrum of human endeavour.

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Location

Munich, Germany

Employment Type

Full time

Location Type

Hybrid

Department

About the team

OpenAI’s mission is to build safe artificial general intelligence (AGI) which benefits all of humanity. This long-term undertaking brings the world’s best scientists, engineers, and business professionals into one lab together to accomplish this.

In pursuit of this mission, our Go To Market (GTM) team is responsible for helping customers learn how to leverage and deploy our highly capable AI products across their business. The team is made of Sales, Solutions, Support, Marketing, and Partnership professionals that work together to create valuable solutions that will help bring AI to as many users as possible.

About the role

Our Sales team has a unique mission to help customers understand the deep impact that highly capable AI models can bring to their business and users. This role is a mixture of technical understanding, vision, partnership, and value-driven strategy.

You’ll be a key driver of new API Platform opportunities through the entire sales cycle, from pipeline generation to closure. You’ll work with researchers, engineers, and solution strategists to help customers evolve their industry with AI.

This role is based in Munich. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees.

In this role, you'll:

• Build and manage a pipeline of new business opportunities

• Lead our enterprise prospects’ journeys from consideration to successful deployment

• Partner with solutions and research engineering to build and execute complex customer programs and projects

• Own a consumption revenue target

• Manage consumption revenue forecasts

• Analyze opportunity metrics to create reports and provide insights to internal stakeholders

• Closely monitor the industry landscape (people, competitors, partners, etc.) to contribute to product roadmap and other corporate strategies

• Collaborate with solutions, marketing, communications, business operations, people operations, finance, product management, and engineering

• Support the recruitment and onboarding of other teammates

• Support the development of company culture

We're seeking someone with experience including:

• 7+ years selling platform-as-a-service and/or software-as-a-service

• Achieving revenue targets >$1M per year for more than 3 years

• Managing and executing complex sales cycles with enterprise customers

• Closing deals with fast-growing, high-performance companies

• Working directly with c-level executives

• Communicating technical concepts to customers and internal stakeholders

• Leading high-visibility customer events (CAB, conferences, product launches, etc.)

• Gathering, distilling, and processing complex market (industry, competitor, customer, prospect) intelligence

• Fluency in English and German required.

You might thrive in this role if you:

• Are customer-centric. You are motivated to deeply understand your customer’s priorities and help them achieve their vision for using our models to improve their products and services. You build strong relationships with executives and professionals across functions and serve as a trusted advisor.

• Have a passion or deep curiosity in artificial intelligence. You embrace the opportunity to help deploy our technology in a way that benefits humanity. You’re excited to educate our customers on AI and how to plan for the future.

• Are a builder. You are excited to impact how our company operates and scales. Your passion is building strong systems and processes from the ground up and executing them with precision.

• Are excited by new challenges. You don’t have the answers to every question up front, but the process of solving them invigorates you. Bespoke issues requiring multidimensional knowledge excite you. You’re willing to experiment with new solutions.

• Are a strategist. You deeply understand go to market best practices and raise the bar for our organization. You think and plan forward on the order of years and bring internal and external stakeholders along with your strategy.

About OpenAI

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. We push the boundaries of the capabilities of AI systems and seek to safely deploy them to the world through our products. AI is an extremely powerful tool that must be created with safety and human needs at its core, and to achieve our mission, we must encompass and value the many different perspectives, voices, and experiences that form the full spectrum of humanity.

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Location

San Francisco

Employment Type

Full time

Location Type

Hybrid

Department

Compensation

• Zone A$221K – $245K • Offers Equity

The base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. If the role is non-exempt, overtime pay will be provided consistent with applicable laws. In addition to the salary range listed above, total compensation also includes generous equity, performance-related bonus(es) for eligible employees, and the following benefits.

• Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings Accounts

• Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)

• 401(k) retirement plan with employer match

• Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents), plus paid medical and caregiver leave (up to 8 weeks)

• Paid time off: flexible PTO for exempt employees and up to 15 days annually for non-exempt employees

• 13+ paid company holidays, and multiple paid coordinated company office closures throughout the year for focus and recharge, plus paid sick or safe time (1 hour per 30 hours worked, or more, as required by applicable state or local law)

• Mental health and wellness support

• Employer-paid basic life and disability coverage

• Annual learning and development stipend to fuel your professional growth

• Daily meals in our offices, and meal delivery credits as eligible

• Relocation support for eligible employees

• Additional taxable fringe benefits, such as charitable donation matching and wellness stipends, may also be provided.

More details about our benefits are available to candidates during the hiring process.

About the Team

The Technical Success team is responsible for the customer experience on the OpenAI suite of products, ensuring developers and enterprises maximize benefit, value, and adoption from our highly-capable models. OpenAI's customers represent a range of diverse backgrounds and maturity, from early-stage startups to established global enterprises.

About the Role

We are seeking a solutions engineer to partner with our Enterprise customers and ensure they achieve tangible business value from our models through the OpenAI suite of products. You will partner with senior business stakeholders to understand their pre-sales needs, guide their AI strategy, and identify the highest value use cases and applications. You will work with business and technical teams to demonstrate the value of our solutions and recommend architectural patterns to kickstart their implementation and development. You will work closely with Enterprise Sales, Security, and Product teams.

This role is based in San Francisco, CA or New York, NY. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees.

In this role, you will:

• Deliver an exceptional pre-sales customer experience for Enterprise prospects and customers by providing technical expertise, outlining the value proposition, and answering product, API, and LLM-related questions.

• Demonstrate how leveraging OpenAI’s suite of products can meet customers’ business needs and deliver substantial business value. This includes building and presenting demos, scoping use cases, recommending architecture patterns, and providing in-depth technical advisory.

• Create and maintain documentation, guides, and FAQs related to common questions and requirements discovered during the pre-sales process.

• Develop and nurture strong customer relationships during the evaluation, validation, and purchasing process.

• Foster customer advocacy and represent the voice of the customer with internal teams by gathering and relaying customer feedback, identifying themes across customers, and incorporating them into product planning.

• Serve as the first line of defense for security and compliance questions, explaining standardized collateral, guiding customers toward relevant resources (e.g., trust portal), and escalating complex requirements to the appropriate teams.

You’ll thrive in this role if you:

• Have 8+ years of experience in a technical pre-sales or similar role, including 4+ years selling to Enterprise customers, managing C-level technical and business relationships with complex global organizations.

• Demonstrate a thorough understanding of IT security principles and customer requirements for technical B2B SaaS products, with experience providing higher-level security and compliance support.

• Have foundational training in programming languages like Python or Javascript.

• Have delivered prototypes of Generative AI/traditional ML solutions and have knowledge of network/cloud architecture.

• Are an effective presenter and communicator who can translate business and technical topics to all audiences, including senior leaders.

• Own problems end-to-end and are willing to pick up whatever knowledge you're missing to get the job done.

• Have a humble attitude, an eagerness to help your colleagues, and a desire to do whatever it takes to make the team succeed.

About OpenAI

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. They push the boundaries of the capabilities of AI systems and seek to safely deploy them to the world through their products.

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