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

Department: Sales

About Anthropic

Anthropic's mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole.

About the role

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

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

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

Responsibilities

• Own all revenue outcomes for a book of enterprise accounts, driving new logo acquisition and early expansion across multiple use cases

• Generate the majority of your own pipeline through outbound, creative prospecting, and proactive multithreading into enterprise accounts that have not yet engaged with Anthropic

• Run a high-velocity sales cycle from first meeting through close, qualifying quickly, advancing rigorously, and knowing when to walk

• Develop a clear point of view on where Claude creates value in each account and bring that POV to technical and business stakeholders alike

• Build relationships with directors, VPs, and executive sponsors within your enterprise accounts, earning the right to expand by delivering early wins

• Negotiate and close commercial agreements involving technical evaluations, security review, and enterprise procurement

• Partner with Product, Applied AI, and Engineering to surface what's working, what's not, and what enterprise buyers need next

• Contribute to the playbook, proof points, and motion that this team is building from the ground up

You may be a good fit if you have

• 3-5+ years selling into enterprise accounts as a full-cycle individual contributor carrying a bag, with a track record of consistently exceeding quota

• Experience selling at a hypergrowth company, where the playbook was still being written and you helped write it

• A hunter mindset and demonstrated success generating your own enterprise pipeline and breaking into new enterprise accounts

• Experience running enterprise sales cycles involving technical evaluations, security review, and procurement

• Comfort engaging both technical and business buyers at the director and VP level within enterprise organizations

• Background selling platform, API, cloud infrastructure, developer tools, or AI/ML into enterprise

• Strong commercial instincts and the ability to qualify quickly and advance rigorously

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

What will make you stand out

• Experience at a hypergrowth enterprise infrastructure or developer tools company in its scaling years

• Track record as one of the early AEs on a new team, segment, or product where you helped build the motion rather than inherit it

• Background in developer tools, API, or AI/ML sales into technical buyers

Logistics

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

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

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

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

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

How we're different

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

Come work with us!

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

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This is a hands-on, front-line leadership role. You will coach reps through complex opportunities, drive disciplined pipeline and forecasting practices, and define the GTM playbook for how we operate in the 5–20K segment.

This role is foundational in shaping how we acquire, grow, and retain core enterprise customers,and how we scale this motion globally.

Key responsibilities include:

• Building, developing, and leading a high-performing team of Enterprise Account Directors focused on new business and strategic expansion within core enterprise accounts

• Establishing a strong coaching culture through structured 1:1s, deal reviews, and in-field engagement

• Defining and refining the GTM strategy for the core enterprise segment, including territory design, account prioritization, and coverage models

• Balancing new customer acquisition with expansion across existing accounts

• Driving operational rigor across pipeline and forecasting, setting clear expectations on activity, coverage, and deal quality

• Holding the team accountable for building and closing complex, multi-stakeholder opportunities

• Coaching reps through technical and often ambiguous deals, translating AI and API capabilities into clear business value for senior stakeholders

• Navigating enterprise considerations including security, compliance, and data governance

• Partnering closely with Marketing, Product, Finance, and Technical Success to drive pipeline generation, inform roadmap decisions, and ensure strong customer outcomes

You might thrive in this role if you:

• Have 15+ years of experience in enterprise sales or GTM leadership, including leading teams at scale

• Have a proven track record of driving revenue growth within mid-to-large enterprise segments

• Have experience building and scaling GTM motions in emerging or non-standard environments

• Are a strong operator, comfortable with forecasting, capacity planning, and data-driven execution

• Bring a low-ego, high-accountability leadership style and consistently build trust across teams

• Thrive in ambiguity and fast-moving, high-growth environments

• Have technical fluency (APIs, platforms, AI/ML concepts) and can engage credibly with senior technical and product stakeholders

• Ideally have experience in public company environments and/or consumption-based or platform sales models

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At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies.

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.

Available Location: Switzerland

About the Role

We are seeking a highly accomplished and strategic Account Executive to join our Swiss Sales Team, specifically for the German speaking part of Switzerland. In this advanced role, you will be pivotal in driving significant growth by leading comprehensive sales cycles within a portfolio of assigned enterprise-level clients, and strategically acquiring new logos.

The ideal candidate possesses a deep blend of advanced sales acumen and sophisticated technical understanding, enabling them to lead engagements at all levels, from the C-suite to technical leaders (e.g., Head of/VP of Networking or Security).

As an Account Executive, you will consistently demonstrate advanced proficiency in all sales activities, ensuring highly accurate forecasting, proactive and strategic pipeline management, and consistently exceeding attainment targets.

You will be a subject matter expert, speaking fluently about Cloudflare's products, features, benefits, and use cases across diverse customer segments. This role demands the ability to deeply understand complex customer IT Architectures, match them with relevant Cloudflare Reference Architectures, and orchestrate successful, large-scale platform sales.

You will be a key driver of digital transformation for our customers, understanding their broader market trends and how Cloudflare uniquely enables their strategic initiatives.

What You'll Do

Strategic Revenue Generation

Architect and execute advanced territory and account plans to consistently exceed multi-million dollar sales targets and annual quotas, with a strong focus on new business acquisition and expansion within complex enterprise environments.

Expert Pipeline & Forecasting

Lead proactive and strategic pipeline management efforts, demonstrating a sophisticated understanding of sales cycles and customer buying processes. Deliver highly accurate forecasts, providing clear insights and strategic guidance to sales leadership.

Deep Customer & IT Architecture Understanding

Develop a profound understanding of customers' IT architectures, including applications and third-party technologies. Architect and align Cloudflare Reference Architectures to customer environments, driving comprehensive platform solutions.

Multi-Engagement Leadership

Orchestrate and manage multiple complex customer engagements simultaneously across various business units within an organization. Strategically connect disparate needs to strengthen Cloudflare's platform sale, actively involving and influencing technical C-level minus one executives.

Virtual Team Leadership

Set clear direction and lead a virtual team of in-GEO specialists, Product Managers, Deal Desk, and Legal to collaboratively manage and close complex customer opportunities. Proactively identify and navigate through situations to address colleague and customer needs, escalating as appropriate to drive urgency and efficient delivery.

Digital Transformation Authority

Act as an authority on digital transformation, understanding key drivers (e.g., new offering development, enhanced customer capabilities) and the broader market trends influencing these decisions. Position Cloudflare as a critical enabler of these transformations.

Compelling Value Creation

Articulate highly compelling, strategic value propositions for Cloudflare's services, directly linking them to customer business outcomes and strategic objectives. Lead with a strong focus on the 'why', communicating the whole picture to both internal and external stakeholders.

Advanced Negotiation & Closure

Expertly lead and navigate complex contract negotiations, driving win-win scenarios for all parties. Demonstrate advanced closing skills across new business and expansion opportunities.

Trusted Advisor & Coach

Build long-term, executive-level strategic relationships, ensuring deep customer adoption, retention, and expansion. Consistently provide clear, direct, and constructive feedback to team members, coaching them to improve communication, learn from mistakes, and enhance the quality of work.

Organizational Impact & Leadership

Consistently focus on the long-term needs of the team and the business, understanding how decisions impact other teams and openly sharing these insights. Leverage company-wide learnings to improve department and team execution. Serve as a leader within Cloudflare, making significant contributions while elevating the work of others by bringing diverse perspectives and strategic long-term thinking.

Examples of Desirable Skills, Knowledge, and Experience

5+ years of advanced experience selling complex technology solutions in a B2B enterprise model, with a significant track record of consistently exceeding multi-million dollar quota targets.

Deep expertise and fluency in Cloud Networking, Security, and Edge Computing technologies, with an exceptional ability to articulate features, benefits, and use cases across diverse customer segments (e.g., SMBs, enterprise, vertical markets).

Proven ability to deeply understand complex customer IT architectures and effectively map them to Cloudflare Reference Architectures for successful platform sales.

Demonstrated success leading and influencing virtual cross-functional teams (e.g., Solution Engineers, Product Managers, Legal) to drive complex deals to closure.

Exceptional strategic communication and presentation skills, with a focus on articulating the 'why' and conveying the whole picture to executive leadership and technical decision-makers (C-level minus one).

Advanced negotiation skills with a track record of closing large, complex, six-figure and multi-million dollar deals.

Expert-level sales acumen: unparalleled proficiency in discovery, positioning, competitive selling, negotiation, closing, and expansion strategies within enterprise accounts.

Authority on digital transformation trends and their impact on enterprise customers, with the ability to position Cloudflare as a key enabler of strategic business outcomes.

Strong coaching and mentorship abilities, with a passion for helping colleagues grow and improve.

Highly self-motivated, entrepreneurial, and resilient, thriving in a fast-paced, high-growth environment with

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

Responsibilities

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

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

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

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

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

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

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

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

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

You may be a good fit if you have

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

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

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

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

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

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

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

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

What will make you stand out

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

• Experience as an early AE in a vertical or segment, where you helped build the sales motion rather than inherit it

• Background selling developer platforms, cloud infrastructure, or AI/ML tooling into traditional enterprises

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The successful candidate will have 15+ years of experience in enterprise software, SaaS, cloud platform, database, or developer platform sales, with 5+ years of experience leading high-performing enterprise sales or specialist teams.

Key responsibilities include:

• Driving revenue growth and building a high-performing team of Lakebase Sales Specialists
• Developing pipeline across application modernization, database consolidation, and operational workload opportunities
• Helping customers replace or consolidate legacy operational databases onto the Databricks platform
• Establishing repeatable sales plays that drive land and expand adoption

The ideal candidate will have a strong understanding of modern application architectures, including APIs, microservices, real-time systems, and distributed applications, as well as experience selling into CIO, CTO, architecture, and platform engineering organizations.

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.

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