Responsibilities

• Win new business and drive revenue within a book of strategic digital native accounts. Own the full sales cycle from prospecting to close, identifying and developing new opportunities across multiple business units and use cases
• Navigate complex organizational structures and build consensus among diverse stakeholder groups. Develop multi-threaded relationships from individual contributors to C-suite executives
• Design and execute innovative sales strategies to meet and exceed revenue quotas. Analyze your account's landscape, trends, and dynamics to translate high-level plans into targeted sales activities and campaigns
• Spearhead expansion by pinpointing new use cases and business units. Collaborate cross-functionally to differentiate our offerings and sustain a competitive edge within your strategic account
• Own sophisticated deal cycles involving multiple stakeholders, technical evaluations, and complex procurement processes. Demonstrate resourcefulness when faced with challenges that defy easy solution
• Build and maintain accurate pipeline forecasting while ensuring high forecast accuracy and consistency. Identify robust set of business drivers behind all opportunities
• Inform product roadmaps and features by gathering customer feedback and conveying market needs. Provide insights that strengthen our value proposition and enhance the customer experience
• Continuously refine the sales methodology by incorporating learnings into playbooks, templates, and best practices. Identify process improvements that optimize sales productivity and consistency

Requirements

• 10+ years of enterprise sales experience with a proven track record of closing complex deals with strategic accounts. Experience managing sophisticated sales cycles and securing deals with extended timelines and multiple stakeholders
• Experience selling emerging technologies or complex solutions to large digital native companies. Ability to navigate technical evaluations and translate complex capabilities into business value
• A strong executive presence with demonstrated ability to engage C-suite executives and senior stakeholders. Experience presenting to boards and aligning solutions with strategic business initiatives
• Exceptional relationship building skills with proven ability to develop multi-threaded relationships across large organizations. Experience building consensus among diverse stakeholder groups
• A consultative sales approach with focus on understanding customer business challenges and crafting tailored solutions. Ability to position yourself as a strategic advisor rather than a vendor
• Strong cross-functional collaboration skills with an ability to mobilize internal resources including product, engineering, and partnership teams. Experience coordinating complex deals that require multiple internal stakeholders
• Resourcefulness and problem-solving abilities when faced with complex challenges. Demonstrated ability to navigate ambiguous situations and find creative solutions
• A high level of organization and attention to detail with strong forecasting accuracy. Ability to manage multiple complex opportunities simultaneously
• A passion for AI and emerging technologies with enthusiasm for helping organizations transform through responsible AI deployment. Strong alignment with Anthropic's mission of developing safe, beneficial AI systems

Benefits

• 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.