Head of Deal Desk - International

Anthropic's mission is to create reliable, interpretable, and steerable AI systems that are safe and beneficial for users and society. The team is a quickly growing group of researchers, engineers, policy experts, and business leaders building beneficial AI systems.

Anthropic's Deal Desk sits at the center of turning commercial intent into signed, bookable business. As demand for Claude grows, deals are getting larger, more structured, and more consequential. This role builds and leads the Deal Desk for the international business (EMEA and APAC) and leads a team of three. The Deal Desk lead is the commercial partner sales teams come to when a deal doesn't fit the standard shape — multi-year and consumption structures, non-standard pricing and discounting, complex commit and ramp terms, and the approvals that go with them. The role partners closely with the global Deal Desk lead to keep one operating model across regions while adapting to regional currency, tax, entity structures, and buying norms, and works with Sales, Revenue Operations, Revenue Accounting, Legal, and Finance.

• Own Deal Desk for Anthropic's international business across EMEA and APAC — the operating model, the team, and the outcomes
• Lead, hire, and develop a team of three, scaling it as the international business grows
• Serve as the commercial partner to international sales teams on complex and non-standard deals, including pricing, discounting, multi-year and consumption structures, commit and ramp terms, and deal structuring
• Own the deal approval and review process for the region — clear thresholds, fast turnaround, and the right escalation paths
• Partner with the global Deal Desk lead to maintain one consistent operating model across regions, adapting to regional currency, tax, entity, and buying-norm differences
• Act as the validation point between deal creation and order management, ensuring quotes and signed order forms are structured to book cleanly and provision correctly
• Work across Revenue Operations, Revenue Accounting, Legal, and Finance to resolve trade-offs that non-standard deals create
• Own the quality of Deal Desk inputs in Salesforce and CPQ for the region, and drive process and tooling improvements
• Establish metrics showing the desk is working — cycle time, approval turnaround, deal quality, and downstream booking accuracy

• Excited about Anthropic's mission to develop AI that is safe and beneficial
• Work effectively in fast-moving environments with high ambiguity, comfortable building process where little exists yet
• Have led a Deal Desk, deal management, or revenue operations function, and have structured complex, non-standard commercial deals directly
• Have managed people and can hire, develop, and grow a team
• Understand the mechanics of deal structuring — pricing, discounting, multi-year and consumption models, commit and ramp terms — and the approval frameworks that govern them
• Have worked across Sales, Legal, Finance, and Revenue Accounting to move deals from quote to signed, bookable order
• Fluent in the tooling of a modern GTM stack, including Salesforce and CPQ
• Communicate clearly and credibly with both field sales and internal control functions, and can resolve competing interests between them

• Extensive experience running Deal Desk or revenue operations across international markets, ideally spanning both EMEA and APAC
• Have built or materially scaled a Deal Desk function, rather than only inheriting and running one
• Familiarity with the operational realities of selling internationally — multi-currency, multi-entity, and varied tax and invoicing requirements
• Experience with quote-to-order and order management processes and the handoffs between them
• Exposure to CPQ platforms such as nue.io, and to the systems and data that connect quoting to booking
• Have worked at a company that scaled significantly during your tenure, particularly through a period of rapid international growth
• Understanding of how enterprises evaluate and buy AI products, and how that shapes commercial structures

The annual compensation range for this role is €295,000—€295,000 EUR. For sales roles, the range provided is the role's On Target Earnings (OTE) range, meaning it includes both the sales commissions/sales bonuses target and annual base salary.

Minimum education: Bachelor's degree or an equivalent combination of education, training, and/or experience. Required field of study: a field relevant to the role as demonstrated through coursework, training, or professional experience. Location-based hybrid policy: all staff are expected to be in one of Anthropic's offices at least 25% of the time; some roles may require more. Visa sponsorship is offered; Anthropic retains an immigration lawyer to help with this.