[Pipeline] Enterprise Account Executive, GSI

Anthropic•San Francisco, CA

1d•Hybrid

About The Position

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. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems. Anthropic’s GSI team partners with the world’s largest Global System Integrators and strategy consultancies to deploy frontier AI into the core of how they deliver client work and run their own businesses. These are complex, partner-led organizations where the first engagement is rarely the full opportunity, and where lasting partnerships are built across practice areas and at the executive level. As an Enterprise Account Executive on the GSI 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 firm’s practice areas, advisory services, delivery teams, and internal operations, build relationships with the partners and executives who sponsor transformation at that scale, and expand the partnership well beyond the original buyer. These firms are both customer and future channel — your sell-to motion sets up the sell-with later. You’ll work closely with Product, Applied AI, GTM, and Partnerships leadership to shape how Anthropic shows up across the GSI landscape, while advancing our mission of developing AI that is safe, beneficial, and deployed responsibly. This is a role for someone who has owned large, complex partner-led accounts end to end and is comfortable operating independently at the executive level.

Requirements

8+ years of enterprise software sales experience, with a track record of owning named accounts at large, complex partner-led organizations (Global SI’s, strategy consultancies. etc)
Experience managing multi-quarter sales cycles involving multiple stakeholders, technical evaluations, partner-led approval, and global procurement
A history of growing accounts meaningfully beyond the original engagement by creating demand across new practice areas, regions, and use cases
Demonstrated ability to independently build and advance relationships at the Partner, MD, and C-suite level — including practice leadership and innovation/digital executives — without relying on internal executive sponsorship
Experience building firm-specific business cases grounded in the firm’s own operating metrics (utilization, leverage, realization, margin), and defending commercial terms through global 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
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

Nice To Haves

Direct experience selling into Global SI’s or strategy consultancies, and fluency in how partner-led firms 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 partner-led services firms

Responsibilities

Own all revenue outcomes for a named book of GSI accounts (global system integrators, strategy consultancies, etc.), driving both new logo acquisition and expansion across multiple practice areas, regions, and use cases
Develop a clear thesis for each priority firm: where Claude creates value across knowledge management, proposal and deliverable generation, advisory workflows, internal productivity, and client engagements; which partners and stakeholders to engage and in what sequence; and what a fully developed partnership looks like
Proactively create demand in practice areas and regions that haven’t yet engaged, using early wins as proof points to open new conversations across a partner-led, decentralized firm
Manage multi-quarter sales cycles with rigor across qualification, discovery, technical evaluation, partner-led/practice-P&L review, and procurement
Build and independently advance relationships with Managing Partners, Practice Leads, MDs, CIOs, CTOs, Chief Innovation Officers, and Heads of AI/Digital
Prepare deeply for executive conversations using the firm’s public commentary, practice-area strategy, and competitive context, and anchor the discussion to their strategic priorities — utilization, leverage, realization, billable productivity, AI-enabled service offerings
Move fluidly between technical and business executive audiences within the same firm
Earn the role of trusted advisor by bringing a point of view the firm hasn’t heard internally, not by presenting a menu of options
Build a quantified, firm-specific business case early in the pursuit that shapes the deal rather than justifies it after the fact
Map value to the firm’s operating model — utilization, leverage, realization, billable hours, deliverable margin, advisory practice growth — using their own language and metrics
Lead complex commercial negotiations involving multi-year commitments, custom terms, partner-led approval, and global procurement processes
Maintain accurate forecasting and a clear understanding of the business drivers behind every opportunity
Identify and close lighthouse firms that become references across the GSI landscape and set up the future sell-with motion
Partner with Product, Applied AI, Engineering, and Partnerships to inform the roadmap based on what GSI buyers need
Contribute to the playbook, proof points, and commercial structures that become the repeatable motion for GSIs