Your key responsibilities will include uncovering new and diverse use cases to enable our users to work smarter, not harder, working thoughtfully with customers to identify new business opportunities, managing through the sales cycle and closing complex transactions, collaborating across Elastic business functions to ensure a seamless customer experience, and crafting a robust business plan through community, customer and partner ecosystems to achieve significant Elastic growth within your accounts.

To succeed in this role, you'll need a track record of success in selling large, complex deals or SaaS subscriptions into the State, a deep understanding and preferably experience selling into the ecosystem we live in, including Enterprise Search, Logging, Security, APM and Cloud, the ability to form relationships and demonstrate credibility with C-Level Executives, Directors and Development teams, strong organizational sales skills around pipeline management, deal execution and forecasting accuracy capabilities, using SFDC and a MEDDPICC methodology, and an appreciation for the Open Source go-to-market model and the community of users who rely on our solutions every single day.

In addition to competitive pay, you'll enjoy a range of benefits, including health coverage for you and your family, flexible locations and schedules, generous vacation days, and opportunities to increase your impact through financial donations and service.

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As a Strategic Account Executive at Anthropic, you'll drive the adoption of safe, frontier AI by securing strategic deals with top enterprises across key industry verticals, unlocking new value streams throughout their business. You'll leverage your consultative sales expertise to propel revenue growth while becoming a trusted partner to customers, helping them embed and deploy AI while uncovering its full range of capabilities. In collaboration with GTM, product, and marketing teams, you'll continuously refine our value proposition, sales methodology, and market positioning to ensure differentiated value across key industry verticals.

Responsibilities:

• Win new business and drive revenue within a book of strategic industry accounts. Own the full sales cycle from prospecting to close, identifying and developing new opportunities across multiple business units and use cases within key industry verticals

• Navigate complex organisational structures and build consensus among diverse stakeholder groups. Develop multi-threaded relationships from individual contributors to C-suite executives across industry enterprises

• Design and execute innovative sales strategies to meet and exceed revenue quotas. Analyse your industry accounts' landscape, trends, and dynamics to translate high-level plans into targeted sales activities and campaigns

• Spearhead expansion by pinpointing new use cases and business units within key industry verticals. Collaborate cross-functionally to differentiate our offerings and sustain a competitive edge within your strategic industry accounts

• Own sophisticated deal cycles involving multiple stakeholders, technical evaluations, and complex procurement processes. Demonstrate resourcefulness when faced with challenges that defy easy solutions

• Build and maintain accurate pipeline forecasting while ensuring high forecast accuracy and consistency. Identify a robust set of business drivers behind all opportunities

• Inform product roadmaps and features by gathering customer feedback and conveying key industry market needs. Provide insights that strengthen our value proposition and enhance the customer experience within industry verticals

• Continuously refine the sales methodology by incorporating learnings into playbooks, templates, and best practices. Identify process improvements that optimise sales productivity and consistency across key industry verticals

You may be a good fit if you:

• 10+ years of enterprise sales experience with a proven track record of closing complex deals with strategic accounts. Experience managing sophisticated sales cycles and securing deals with extended timelines and multiple stakeholders across key industry verticals

• Experience selling emerging technologies or complex solutions to large industry enterprises. Ability to navigate technical evaluations and translate complex capabilities into business value for industry-specific use cases

• Strong executive presence with demonstrated ability to engage C-suite executives and senior stakeholders. Experience presenting to boards and aligning solutions with strategic business initiatives within key industry verticals

• Exceptional relationship building skills with proven ability to develop multi-threaded relationships across large organisations. Experience building consensus among diverse stakeholder groups in industry environments

• Consultative sales approach with a focus on understanding customer business challenges and crafting tailored solutions. Ability to position yourself as a strategic advisor rather than a vendor within key industry verticals

• Strong cross-functional collaboration skills with an ability to mobilise internal resources including product, engineering, and partnership teams. Experience coordinating complex deals that require multiple internal stakeholders

• Resourcefulness and problem-solving abilities when faced with complex challenges. Demonstrated ability to navigate ambiguous situations and find creative solutions

• High level of organisation and attention to detail with strong forecasting accuracy. Ability to manage multiple complex opportunities simultaneously

• Passion for AI and emerging technologies with enthusiasm for helping industry organisations transform through responsible AI deployment. Strong alignment with Anthropic's mission of developing safe, beneficial AI systems

Deadline to apply:

None. Applications will be reviewed on a rolling basis.

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 not sponsor visas for this role.

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Responsibilities:

• Lead, coach, and develop a team of 5-10 Startup Growth AEs, providing regular feedback and guidance to drive both individual and team performance
• Own team revenue targets, developing strategies to accelerate growth
• Build scalable frameworks and processes for deal negotiations, account planning, quarterly business reviews, and customer health monitoring
• Partner with Product, Marketing, and other GTM teams to identify and execute on strategic growth opportunities across the startup portfolio
• Regularly review customer health metrics and collaborate with team members to develop action plans for at-risk accounts
• Mentor team members in developing consultative sales skills, negotiation best practices, and technical understanding of AI applications
• Drive operational excellence through pipeline management, forecasting accuracy, and team productivity metrics
• Participate in strategic customer conversations and support Growth AEs in complex negotiations

You may be a good fit if you have:

• 10+ years of experience in enterprise software sales or account management, with 3+ years leading sales teams
• Proven track record of consistently exceeding team revenue targets and developing high-performing account executives
• Strong understanding of the startup ecosystem and experience working with high-growth technology companies
• Deep expertise in strategic account planning and scaling account management processes in a fast-paced environment
• Strong analytical and problem-solving skills with a data-driven approach to decision making
• Excellence in cross-functional collaboration and stakeholder management
• Background in technical product sales, particularly in areas like APIs, infrastructure, or ML/AI solutions
• Demonstrated ability to coach and develop talent while maintaining high performance standards

The annual compensation range for this role is €255,000 - €300,000EUR.

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.
• Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate.
• 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.
• 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.

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