Anthropic· Sales· San Francisco, CA | New York City, NY
Mid-Market Account Executive, Industries
Classified Tasks (23)
Automate 0%Augment 52%Human-Only 48%
Augment (12)
AI assists, human decides
Identify and develop new value streams for customers by applying Anthropic's AI solutions across their businesses
analytical
Advise customers on embedding and deploying AI solutions and demonstrate product capabilities to uncover use cases
technical
Contribute to the Mid-Market go-to-market (GTM) strategy by identifying sector-specific solutions and strategies within key verticals
leadership
Direct AI agents to automate repeatable elements of the buyer's journey as part of a scaled sales playbook
technical
Experiment with and implement new sales programs and workflows to scale the sales motion
operational
Identify new use cases within assigned verticals and share findings with cross-functional teams
analytical
Manage the full sales cycle from prospecting through to close
operational
Identify key customer workflows to automate and agentify
analytical
Co-innovate with customers on solution development and sell based on the product roadmap while setting appropriate expectations
technical
Provide product and market feedback to shape product roadmaps
analytical
Develop sales collateral, proposals, and presentations to position Anthropic's AI products effectively
communication
Continuously refine sales tactics and document and share best practices with the team
operational
Human-Only (11)
Requires human judgment
Secure strategic deals with mid-market companies in assigned verticals to drive adoption of Anthropic's frontier AI
leadership
Use consultative sales techniques and technical knowledge to increase revenue from assigned accounts
communication
Collaborate with GTM, Product, Engineering, and cross-functional teams to refine value propositions, sales methodology, and market positioning
leadership
Maintain human engagement with prospects for sales process elements that cannot be automated
communication
Evangelize the potential of Transformative AI to mid-market companies across verticals
communication
Win new business within assigned territories and accounts
leadership
Drive strategic expansion within key accounts in established verticals
leadership
Acquire new logos within emerging verticals
leadership
Manage and achieve assigned revenue targets
operational
Serve as a trusted advisor by understanding customer needs and crafting tailored AI solutions
communication
Work with Product, Customer Success, Legal, Marketing, and Applied AI teams to bring new solutions to market
operational
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 As a Mid-Market Account Executive on Anthropic's Industries team, you'll drive the adoption of safe, frontier AI by securing strategic deals with mid-market companies in key verticals, unlocking new value streams throughout their business. You'll leverage your consultative sales expertise and technical acumen to propel revenue growth while becoming a trusted partner to customers, helping them embed and deploy AI while uncovering its full range of capabilities. In collaboration with GTM, Product, Engineering, and cross-functional teams, you'll continuously refine our value proposition, sales methodology, and market positioning to ensure differentiated value across the landscape. You will be contributing to the GTM strategy for our Industries team, focusing on sector-specific solutions and strategies within key verticals. In addition, the Mid-Market team is pioneering a new scaled sales playbook, where human AEs direct AI Agents to automate key elements of the buyer’s journey, while maintaining human engagement with prospects in the elements of a sales process that can’t be automated. You should be passionate about building a fundamentally new sales motion, by experimenting with new programs and workflows, and ultimately evangelizing the potential of Transformative AI to mid-market companies across verticals. Responsibilities: Contribute to the Mid-Market 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 Own a revenue target and all aspects of the sales cycle from prospecting to close, including finding key workflows to automate and agentify 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, Customer Success, 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: 3+ years of enterprise B2B sales experience in technology, preferably in SaaS, API solutions, or emerging technologies Experience automating workflows or building automations to handle the repeatable components of a sales process Proven experience exceeding revenue targets in fast-paced organizations by effectively managing an evolving pipeline and sales process Excellent communication skills and the ability to present confidently and build connections across all customer levels, from ICs to C-level executives A knack for bringing order to chaos and an enthusiastic “roll up your sleeves'' mentality. You are a true team player A strategic, analytical approach to assessing markets combined with creative, tactical execution to capture opportunities A passion for and/or experience with advanced AI systems. You feel strongly about ensuring frontier AI systems are developed safely Location: This role does require being in office 4x a week in one of our hubs </