Head of Sales Excellence & Methodology

Anthropic•San Francisco, CA

3d•$310,000 - $360,000•Hybrid

About The Position

Anthropic is seeking a Head of Sales Excellence & Methodology to define and lead the sales methodology, standards for excellent selling, and change management across its rapidly growing sales organization. The role establishes a shared approach to selling across customer sizes, segments, industries, and geographies, while allowing for relevant local and segment differences. It requires gaining senior sales leadership sponsorship, enabling frontline managers to coach to the methodology, and developing practices in partnership with sellers and sales leaders using live deals. This is a leadership position responsible for setting direction, building and leading a team, and staying connected to field needs. The role partners with Sales Leadership, Revenue Operations, Product, Marketing, and Sales Enablement, and applies Claude and internal tools to personalize coaching and reinforcement.

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 outcomes.
Experience running enablement or sales excellence programs across 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 during disagreement.
Experience building programs with sellers and sales leaders, 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 skills with executive audiences.
Bachelor’s degree or an equivalent combination of education, training, and/or experience.
A field of study relevant to the role, 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 understanding 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 for discovery, qualification, deal strategy, and deal review.
Design and run the rollout and reinforcement of methodology changes across the sales organization, securing executive sponsorship and clarifying expectations for each level of sales leadership.
Equip frontline managers to coach to the methodology through pipeline reviews, deal reviews, and forecasting.
Sequence and deliver complex, multi-audience programs across geographies, segments, industries, and roles, adapting where local or segment differences matter.
Develop content, frameworks, and standards with sellers and sales leaders, testing them on live deals before scaling.
Define and monitor leading and lagging indicators of methodology adoption and impact, and act on the results.
Partner with Sales Leadership, Revenue Operations, Product, Marketing, and Sales Enablement to embed the methodology in systems, messaging, and workflows.
Use Claude and internal tools to personalize coaching and reinforcement.
Set direction and build and lead a team.