Head of Sales Excellence & Methodology

Anthropic's sales organization is growing quickly across segments, industries, and geographies. The Head of Sales Excellence & Methodology will own the substance of sales enablement: the sales methodology, the standard for excellent selling, and the change management to make it stick in the field. This is a leadership role for someone who has taken a sales organization through real transformation and can show that it changed behavior and results. You will set direction, build and lead a team, and stay close enough to the field to know when something is not working.

• Define, document, and evolve Anthropic's sales methodology and process standards, including discovery, qualification, deal strategy, and deal review.
• Design and run the rollout and reinforcement of methodology changes across the sales organization, securing executive sponsorship.
• Equip frontline managers to coach to the methodology in pipeline reviews, deal reviews, and forecasting.
• Sequence and deliver complex, multi-audience programs across geographies, segments, industries, and roles that scale globally.
• Develop content, frameworks, and standards together with sellers and sales leaders, testing them on live deals before scaling.
• Define leading and lagging indicators that show whether the methodology is changing seller behavior and outcomes.
• Partner with Sales Leadership, Revenue Operations, Product, Marketing, and the wider Sales Enablement team.
• Apply Claude and internal tooling to personalize coaching and reinforcement.

• Practitioner-level expertise in sales methodology and sales process design, including discovery, qualification, deal strategy, deal review, and forecasting.
• Have led a methodology or sales process change across a sales organization, showing how seller behavior and results changed.
• Have run enablement or sales excellence programs spanning multiple geographies, segments, industries, or roles.
• Have worked directly with senior sales leaders and frontline managers to secure sponsorship for change.
• Have built programs with sellers and sales leaders, testing them on live deals.
• Have defined and tracked adoption and impact measures that go beyond completion and satisfaction scores.
• Communicate clearly, in writing and in conversation, with executive audiences.

• Experience building and leading a team of senior enablement or sales excellence professionals.
• A clear, experience-based view of where common sales methodologies break down in practice.
• Prior experience carrying a quota or leading a sales team.
• Experience at an AI company or an enterprise technology company during rapid sales team scaling.
• Hands-on experience using Claude or similar AI tools to automate or personalize coaching and reinforcement.
• Experience selling, or enabling the sale of, complex technical products to both technical and business buyers.

Annual Salary: $310,000—$360,000 USD. For sales roles, the range provided is the role’s On Target Earnings (OTE) range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.

Anthropic offers 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.

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. Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position.

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.