Manager, Enterprise Account Executive - Digital Native Sales

About Anthropic

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.

About the Role

As a Sales Manager, you'll lead a team of Enterprise Account Executives driving the adoption of safe, frontier AI by securing strategic deals with top enterprises in the Digital Native space. 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 customers embed and deploy AI while uncovering its full range of capabilities. 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 landscape.

The ideal candidate will have a passion for developing people, identifying market opportunities, and executing strategies to capture them. By leading the deployment of emerging products, you will help enterprises obtain new capabilities while also advancing the ethical development of AI.

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 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
• 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 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 AI solutions
• Gather and synthesize customer feedback to inform product direction and enhance customer experience
• Build and continuously refine the sales methodology by incorporating learnings into playbooks and best practices

You may be a good fit if you

• 7+ years of enterprise sales experience driving adoption of emerging technologies
• 5+ years of sales leadership experience, ideally 3+ leading teams within the the Enterprise segment
• Proven track record of building and leading high-performing sales teams, 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
• Track record of successful partnership with technical teams throughout the customer journey
• Demonstrated ability to navigate dynamic stakeholder ecosystems 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
• Strategic approach to market analysis combined with tactical excellence in execution
• Passion for AI technology and commitment to its safe, responsible development

Annual Salary: The expected salary range for this position is $350-410k. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, and it includes both the annual base salary and sales bonuses.

Deadline to apply: None. Applications will be reviewed on a rolling basis.

The expected base compensation for this position is below. Our total compensation package for full-time employees includes equity, benefits, and may include incentive compensation.

Annual Salary:

$350,000 - $410,000 USD

Logistics

Education requirements: We require at least a Bachelor's degree in a related field or equivalent experience.

Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.

Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.

How we're different

We believe that the highest-impact AI research will be big science. At we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.

The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.

Come work with us!

is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process