Head of Sales Excellence & Methodology

Anthropic•San Francisco, NY

3d•Hybrid

About The Position

Anthropic is seeking a Head of Sales Excellence & Methodology to define and lead the sales methodology, establish standards for excellent selling, and manage the change needed to embed those standards across a rapidly growing sales organization. The role will create a shared approach that works across customer sizes, segments, industries, and regions, while accounting for differences where needed. It will secure senior leadership sponsorship, help frontline managers coach to the methodology, and develop practices in close partnership with sellers and sales leaders. The position sets direction, builds and leads a team, and stays connected to the field to assess what is working. The role will define and evolve standards for discovery, qualification, deal strategy, deal review, and forecasting; lead global rollout and reinforcement; develop programs and content tested on live deals; and measure adoption and business impact. It will partner with Sales Leadership, Revenue Operations, Product, Marketing, and Sales Enablement to integrate the methodology into systems, messaging, and workflows, and use Claude and internal tools to personalize coaching and reinforcement. Anthropic’s mission is to create reliable, interpretable, and steerable AI systems that are safe and beneficial for users and society. The company is a public benefit corporation headquartered in San Francisco. The role follows a location-based hybrid policy: staff are currently expected to work from one of the company’s offices at least 25% of the time, though some roles may require more. The role’s annual compensation range is $310,000–$360,000 USD in OTE, including target sales commissions or bonuses and base salary. Minimum education is a bachelor’s degree or an equivalent combination of education, training, and/or experience, in a field relevant to the role as demonstrated through coursework, training, or professional experience. Required years of experience correlate with internal job-level requirements.

Requirements

Practitioner-level expertise in sales methodology and sales process design, including discovery, qualification, deal strategy, deal review, and forecasting.
Experience leading a methodology or sales process change across a sales organization and demonstrating resulting changes in seller behavior and results.
Experience running enablement or sales excellence programs spanning multiple geographies, segments, industries, or roles.
Experience working directly with senior sales leaders and frontline managers to secure sponsorship for change, including constructively holding a position when they disagree.
Experience building programs with sellers and sales leaders and testing them on live deals rather than handing down finished programs.
Experience defining and tracking adoption and impact measures beyond completion and satisfaction scores.
Clear written and verbal communication with executive audiences.
Bachelor’s degree or equivalent combination of education, training, and/or experience; relevant field of study demonstrated through coursework, training, or professional experience.

Nice To Haves

Experience building and leading a team of senior enablement or sales excellence professionals.
An experience-based view of where common sales methodologies break down in practice.
Prior experience carrying a quota or leading a sales team.
Experience at an AI company or enterprise technology company during rapid sales team scaling.
Hands-on experience using Claude or similar AI tools to automate or personalize coaching and reinforcement.
Experience selling or enabling the sale of complex technical products to both technical and business buyers.

Responsibilities

Define, document, and evolve sales methodology and process standards covering discovery, qualification, deal strategy, and deal review across segments and regions.
Design and run methodology rollout and reinforcement, securing executive sponsorship and clarifying expectations for each level of sales leadership.
Equip frontline managers to coach to the methodology in pipeline reviews, deal reviews, and forecasting.
Sequence and deliver complex programs for multiple audiences across geographies, segments, industries, and roles, scaling globally while adapting where local or segment differences matter.
Develop content, frameworks, and standards with sellers and sales leaders, and test them on live deals before scaling.
Define leading and lagging indicators of methodology adoption and impact, and act on what the data shows.
Partner with Sales Leadership, Revenue Operations, Product, Marketing, and Sales Enablement to reflect the methodology in systems, messaging, and workflows.
Apply Claude and internal tools to personalize coaching and reinforcement.
Set direction, build and lead a team, and stay close to the field to identify what is not working.