Manager, Account Executive - Enterprise Sales

Anthropic•San Francisco, CA

1d•Hybrid

About The Position

As a Sales Manager at Anthropic, you'll lead a team of Enterprise Account Executives driving the adoption of safe, frontier AI by securing strategic deals with top enterprises across industries. You'll leverage your leadership and consultative sales expertise to propel revenue growth while developing a high-performing team of AEs. Working closely with Applied AI Engineering and Product teams, you'll help enterprise customers embed and deploy AI while uncovering its full range of capabilities across diverse business functions. In collaboration with GTM and Marketing teams, you'll continuously refine our value proposition, sales methodology, and market positioning to ensure differentiated value across the enterprise landscape. The ideal candidate will have a passion for developing people, identifying market opportunities across industries, and executing strategies to capture them. By leading the deployment of Anthropic's emerging products, you will help enterprises obtain new capabilities while also advancing the ethical development of AI.

Requirements

15+ years of enterprise sales experience, preferably driving adoption of SaaS or emerging technologies
5+ years of sales leadership experience within the Enterprise segment
Proven track record of building and leading high-performing sales teams selling into large enterprises, with demonstrated success in coaching and developing AEs
Experience establishing and scaling sales processes, tools, and methodologies in fast-growing organizations
Strong technical acumen and ability to understand complex AI solutions, with experience enabling teams to have credible technical conversations with technical and business stakeholders
Track record of successful partnership with technical teams throughout the customer journey
Deep understanding of enterprise buying cycles, procurement frameworks, and common pain points across industries
Demonstrated ability to navigate complex, multithreaded sales cycles across diverse stakeholder groups and drive cross-functional initiatives
Experience managing complex enterprise sales cycles and helping AEs secure strategic deals
Strong operational rigor in pipeline management, forecasting, and sales metrics
Excellent communication skills and ability to build relationships across all levels, from individual contributors to C-suite executives
Strategic approach to market analysis combined with tactical excellence in execution
Passion for AI technology and commitment to its safe, responsible development
We require at least a Bachelor's degree in a related field or equivalent experience.

Responsibilities

Build and lead a high-performing team of Enterprise Account Executives, providing coaching, mentorship, and guidance to drive team success
Develop and implement sales strategies tailored to enterprise procurement cycles and budgeting processes to meet and exceed team revenue quotas
Create and maintain accurate forecasts, pipeline management, and reporting while ensuring data integrity in CRM systems
Partner with Enablement to develop training programs and resources that accelerate AE ramp time and effectiveness, with focus on enterprise buying cycles and decision-making processes
Partner closely with Product, Research and Marketing teams to incubate and scale new vertical strategies
Work closely with Applied AI Engineering teams to demonstrate technical capabilities pre-sales and optimize solutions post-sales
Enable your team to have credible technical conversations about AI applications while maintaining appropriate guardrails
Build strong partnerships across the organization to drive strategic initiatives
Identify and execute on new market opportunities and use cases for Anthropic's AI solutions across enterprise segments
Help your team navigate complex enterprise stakeholder ecosystems including executives, IT departments, and procurement offices to build consensus
Gather and synthesize customer feedback to inform product direction and enhance customer experience
Build and continuously refine the enterprise sales methodology by incorporating learnings into playbooks and best practices