Anthropic· Sales· San Francisco, CA | New York City, NY
Enterprise Account Executive, Industries
Classified Tasks (26)
Automate 0%Augment 54%Human-Only 46%
Augment (14)
AI assists, human decides
Develop a point of view on where Claude creates the most value across a customer's business
analytical
Work closely with Product, Applied AI, and GTM leadership to shape Anthropic's presence in assigned verticals
leadership
Contribute to the Industries team go-to-market (GTM) strategy
leadership
Identify new use cases within assigned verticals
creative
Share feedback with cross-functional teams
communication
Provide clear recommendations based on deep industry expertise
analytical
Prioritize organizations that can serve as lighthouse customers and references
analytical
Understand customers' unique needs and craft tailored AI solutions
technical
Co-innovate with customers and sell on the product roadmap
creative
Collaborate with product, engineering, legal, marketing, and Applied AI to bring new solutions to market
operational
Provide feedback to shape product roadmaps
analytical
Develop sales collateral, proposals, and presentations to position Anthropic's AI products
communication
Continuously refine sales tactics
analytical
Share best practices
communication
Human-Only (12)
Requires human judgment
Own a named book of accounts and the full revenue outcome for each
operational
Build relationships with executives who sponsor large-scale transformation
leadership
Expand partnerships beyond the original buyer across customer organizations
operational
Win new business
operational
Drive strategic expansion within key accounts in established verticals
leadership
Acquire new logos within emerging verticals
operational
Break into new accounts alongside the team of Account Executives
operational
Cross-sell into existing business alongside the team of Account Executives
operational
Own a revenue target and manage all aspects of the sales cycle from prospecting to close
operational
Outbound to and engage Tier 1 accounts
operational
Become a trusted advisor to customers
leadership
Set appropriate expectations when selling on the product roadmap
communication
Job description
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 Anthropic's Industries team partners with the world's largest enterprises across retail, manufacturing, automotive, consumer goods, hospitality, and commercial real estate to deploy frontier AI into the core of how they operate. These are complex, multi-division organizations where the first engagement is rarely the full opportunity, and where lasting partnerships are built at the executive level. As an Enterprise Account Executive on the Industries team, you'll own a named book of accounts and the full revenue outcome for each. You'll develop a point of view on where Claude creates the most value across a customer's business, build relationships with the executives who sponsor transformation at that scale, and expand the partnership well beyond the original buyer. You'll work closely with Product, Applied AI, and GTM leadership to shape how Anthropic shows up in your vertical, while advancing our mission of developing AI that is safe, beneficial, and deployed responsibly. This is a role for someone who has owned large, complex accounts end to end and is comfortable operating independently at the executive level. Responsibilities Contribute to the Industries team GTM strategy, identifying new use cases within your assigned verticals, winning new business, and sharing feedback with cross-functional teams Drive strategic expansion within key accounts in established verticals and new logo acquisition within emerging verticals Break into new accounts and cross-sell into existing business alongside our team of Account Executives Own a revenue target and all aspects of the sales cycle from prospecting to close, including outbounding and engaging Tier 1 accounts Lead with conviction by providing clear recommendations based on deep industry expertise rather than presenting a menu of options Prioritize organizations that can serve as lighthouse customers and references within their industries Become a trusted advisor to customers, understanding their unique needs and crafting tailored AI solutions. Co-innovate with customers and sell on the product roadmap while appropriately setting expectations Collaborate extensively with cross-functional partners including product, engineering, legal, marketing, and Applied AI to help bring new solutions to market and provide feedback to shape roadmaps Develop sales collateral, proposals, and presentations to effectively position Anthropic's AI products. Continuously refine sales tactics and share best practices You may be a good fit if you have 8+ years of enterprise software sales experience, with a track record of owning named accounts at large, complex organizations Experience managing multi-quarter sales cycles involving multiple stakeholders, technical evaluations, and enterprise procurement A history of growing accounts meaningfully beyond the original engagement by creating demand across new divisions and use cases Demonstrated ability to independently build and advance relationships at the C-suite and SVP level, including preparing for and leading executive conversations without relying on internal executive sponsorship Experience building customer-specific business cases grounded in the customer's own financials and priorities, and defending commercial terms through procurement Background selling platform, API, cloud infrastructure, or emerging technology into en