Manager, Account Executive - Enterprise Sales

As a leader within Anthropic's Enterprise Industries sales team, you will build and lead an industry-aligned team bringing transformational AI to enterprises across telecommunications, media & entertainment, retail & consumer, industrials & manufacturing, and business services. You will own a broad portfolio of enterprise accounts at different stages of AI adoption, lead Enterprise Account Executives, design the coverage and territory model, and build repeatable, industry-specific plays. The selling is technical and multi-stakeholder, involving platform decisions, security and procurement rigor, and solutions built on Claude through the API, Claude for Enterprise, Claude Code, and partner cloud platforms.

• Recruit, coach, and retain Enterprise Account Executives with deep industry and platform-selling expertise.
• Codify use cases, proof points, reference stories, and sales motions that make wins repeatable within each industry, partnering with Marketing, Enablement, and partner teams.
• Engage personally with C-level executives on priority pursuits, building business cases and value narratives and navigating complex procurement, security, and legal processes through to production deployment and expansion.
• Own the team's revenue targets and operating rhythm, instilling pipeline-generation discipline and running forecasting, deal inspection, and account planning cadences.
• Partner closely with Applied AI, Solutions Architecture, and Product to design solutions and translate industry needs into product and roadmap input.
• Orchestrate cross-functional and partner motions with Customer Success, Marketing, Partnerships, Legal, and cloud partners.

• Experience leading enterprise sales teams selling technical, complex products such as API-first platforms, cloud infrastructure, or data and machine learning platforms.
• Player-coach sales leader who has built and run a high-velocity greenfield motion, ideally forged at a consumption or PLG platform company, with vertical depth and partner fluency (CSP/GSI) to activate a 300-account book.
• Track record of winning and growing enterprise customers, including C-suite relationships, in one or more focus industries.
• Experience designing go-to-market coverage for an enterprise sales team, including account prioritization.
• Operational rigor across a high-volume pipeline and complex, multi-stakeholder sales cycles.
• Credibility with technical buyers and builders (CIOs, CTOs, CDOs) and experience pairing with solutions architects and applied AI teams.
• Strong coaching skills and a genuine interest in deploying AI responsibly.

• Experience bringing generative AI or LLM-based products, or other emerging platform technologies, to enterprises in these industries.
• Experience selling with and through cloud and ecosystem partners such as AWS, Google Cloud, and global systems integrators.
• Experience standing up or running scaled or velocity sales motions alongside traditional field coverage.
• Familiarity with consumption- or usage-based commercial models and value-based pricing conversations.
• Experience leading organizations through rapid growth, re-segmentation, or significant change.

Annual compensation range is the role's On Target Earnings (OTE) range, including sales commissions/bonus target and annual base salary: $435,000—$550,000 USD.

Minimum education: Bachelor's degree or equivalent combination of education, training, and/or experience. Location-based hybrid policy: all staff are expected to be in one of Anthropic's offices at least 25% of the time. Visa sponsorship is offered.