Manager, Account Executive - Enterprise Sales

Anthropic•San Francisco, CA

9d•$435,000 - $550,000•Hybrid

About The Position

As a leader within Anthropic's Enterprise Industries sales team, you will build and lead an industry-aligned team that brings transformational AI to enterprises across telecommunications, media & entertainment, retail & consumer, industrials & manufacturing, and business services. These companies are rethinking how they serve customers, create and distribute content, run stores and supply chains, and operate physical infrastructure, and they're looking for a partner they trust to take frontier AI from promising pilots into production at the core of their business. You'll own a broad portfolio of enterprise accounts at various stages of AI adoption. You will lead Enterprise Account Executives, design the coverage and territory model, and build repeatable, industry-specific plays. The selling is technical and multi-stakeholder, involving platform decisions, security and procurement rigor, and solutions built on Claude through various offerings. You'll shape strategy and operating rhythm while staying personally engaged with executives on key pursuits. This is an opportunity to build a team, shape how the economy adopts frontier AI, and do so at a company where safety, trust, and long-term customer outcomes are central to their sales approach.

Requirements

Experience leading enterprise sales teams that sell technical, complex products such as API-first platforms, cloud infrastructure, or data and machine learning platforms
Player-coach sales leader who has personally built and run a high-velocity greenfield motion, someone who thinks in coverage models, PG cadence, and repeatable plays first, deals second - ideally forged at a consumption or PLG platform company, with the vertical depth and partner fluency (CSP/GSI) to activate a 300-account book from day one
A track record of winning and growing enterprise customers, including building C-suite relationships, in one or more of our focus industries (telecommunications, media & entertainment, retail & consumer, industrials & manufacturing, or business services)
Experience designing go-to-market coverage for an enterprise sales team, including but not limited to account prioritization
Operational rigor across both a high-volume pipeline and complex, multi-stakeholder sales cycles, balancing velocity with deal quality and forecasting accurately in fast-changing environments
Credibility with technical buyers and builders — CIOs, CTOs, CDOs — and experience pairing effectively with solutions architects and applied AI teams
Strong coaching skills that raise team performance through deal coaching and account strategy, combined with personal effectiveness alongside executives on high-priority opportunities
A genuine interest in deploying AI responsibly and motivation to advance Anthropic's mission of building safe, beneficial AI

Nice To Haves

Experience bringing generative AI or LLM-based products, or other emerging platform technologies, to enterprises in these industries
Experience selling with and through cloud and ecosystem partners such as AWS, Google Cloud, and global systems integrators
Experience standing up or running scaled or velocity sales motions alongside traditional field coverage
Familiarity with consumption- or usage-based commercial models and value-based pricing conversations
Experience leading organizations through rapid growth, re-segmentation, or significant change

Responsibilities

Recruit, coach, and retain Enterprise Account Executives with deep industry and platform-selling expertise; develop and retain top talent
Codify the use cases, proof points, reference stories, and sales motions that make wins repeatable within each industry, partnering with Marketing, Enablement, and partner teams to scale them
Engage personally with C-level executives on priority pursuits, building business cases and value narratives and navigating complex procurement, security, and legal processes through to production deployment and expansion
Own the team’s revenue targets and operating rhythm, instilling pipeline-generation discipline and running forecasting, deal inspection, and account planning cadences that make performance predictable and coachable across a high-volume book of business
Partner closely with Applied AI, Solutions Architecture, and Product to design solutions, prove value quickly, and translate industry needs into product and roadmap input
Orchestrate cross-functional and partner motions with Customer Success, Marketing, Partnerships, Legal, and cloud partners to deliver a seamless customer experience, and represent Anthropic with customers and at industry events as a visible, trusted leader