Manager, Account Executive - Enterprise Sales

Enterprise Account Executive

Responsibilities :

Build and lead a high-performing team of Enterprise Account Executives, providing coaching, mentorship, and guidance to drive team success.

Develop and implement sales strategies tailored to enterprise procurement cycles and budgeting processes to meet and exceed team revenue quotas.

Create and maintain accurate forecasts, pipeline management, and reporting while ensuring data integrity in CRM systems.

Partner with Enablement to develop training programs and resources that accelerate AE ramp time and effectiveness, with focus on enterprise buying cycles and decision-making processes.

Partner closely with Product, Research and Marketing teams to incubate and scale new vertical strategies.

Work closely with Applied AI Engineering teams to demonstrate technical capabilities pre-sales and optimize solutions post-sales.

Enable your team to have credible technical conversations about AI applications while maintaining appropriate guardrails.

Build strong partnerships across the organization to drive strategic initiatives.

Identify and execute on new market opportunities and use cases for Anthropic's AI solutions across enterprise segments.

Help your team navigate complex enterprise stakeholder ecosystems including executives, IT departments, and procurement offices to build consensus.

Gather and synthesize customer feedback to inform product direction and enhance customer experience.

Build and continuously refine the enterprise sales methodology by incorporating learnings into playbooks and best practices.

You may be a good fit if you have :

• 15+ years of enterprise sales experience, preferably driving adoption of SaaS or emerging technologies
• 5+ years of sales leadership experience within the Enterprise segment
• Proven track record of building and leading high-performing sales teams selling into large enterprises, with demonstrated success in coaching and developing AEs
• Experience establishing and scaling sales processes, tools, and methodologies in fast-growing organizations
• Strong technical acumen and ability to understand complex AI solutions, with experience enabling teams to have credible technical conversations with technical and business stakeholders
• Track record of successful partnership with technical teams throughout the customer journey
• Deep understanding of enterprise buying cycles, procurement frameworks, and common pain points across industries
• Demonstrated ability to navigate complex, multithreaded sales cycles across diverse stakeholder groups and drive cross-functional initiatives
• Experience managing complex enterprise sales cycles and helping AEs secure strategic deals
• Strong operational rigor in pipeline management, forecasting, and sales metrics
• Excellent communication skills and ability to build relationships across all levels, from individual contributors to C-suite executives
• Strategic approach to market analysis combined with tactical excellence in execution
• Passion for AI technology and commitment to its safe, responsible development

The expected base compensation for this position is below. Our total compensation package for full-time employees includes equity, benefits, and may include incentive compensation.

Annual Salary : $360,000 - $435,000 USD

Logistics :

Education requirements : We require at least a Bachelor's degree in a related field or equivalent experience.

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.

Visa sponsorship : We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.

Minimum Salary : 360000 Maximum Salary : 435000 Salary Unit : Yearly