Mid-Market Account Executive, Industries

The shape of it

In the posting’s own words

As a Mid-Market Account Executive on Anthropic's Industries team, you'll drive the adoption of safe, frontier AI by securing strategic deals with mid-market companies in key verticals, unlocking new value streams throughout their business. You'll leverage your consultative sales expertise and technical acumen to propel revenue growth while becoming a trusted partner to customers, helping them embed and deploy AI while uncovering its full range of capabilities. In collaboration with GTM, Product, Engineering, and cross-functional teams, you'll continuously refine our value proposition, sales methodology, and market positioning to ensure differentiated value across the landscape. You will be contributing to the GTM strategy for our Industries team, focusing on sector-specific solutions and strategies within key verticals. In addition, the Mid-Market team is pioneering a new scaled sales playbook, where human AEs direct AI Agents to automate key elements of the buyer’s journey, while maintaining human engagement with prospects in the elements of a sales process that can’t be automated. You should be passionate about building a fundamentally new sales motion, by experimenting with new programs and workflows, and ultimately evangelizing the potential of Transformative AI to mid-market companies across verticals.

What it asks for · 8

• 3+ years of enterprise B2B sales experience in technology, preferably in SaaS, API solutions, or emerging technologies
• Experience automating workflows or building automations to handle the repeatable components of a sales process
• Proven experience exceeding revenue targets in fast-paced organizations by effectively managing an evolving pipeline and sales process
• Excellent communication skills and the ability to present confidently and build connections across all customer levels, from ICs to C-level executives
• A knack for bringing order to chaos and an enthusiastic “roll up your sleeves'' mentality. You are a true team player
• A strategic, analytical approach to assessing markets combined with creative, tactical execution to capture opportunities
• A passion for and/or experience with advanced AI systems. You feel strongly about ensuring frontier AI systems are developed safely
• Location: This role does require being in office 4x a week in one of our hubs

What the job covers

• Contribute to the Mid-Market GTM strategy, identifying new use cases within your assigned verticals, winning new business, and sharing feedback with cross-functional teams
• Drive strategic expansion within key accounts in established verticals and new logo acquisition within emerging verticals
• Own a revenue target and all aspects of the sales cycle from prospecting to close, including finding key workflows to automate and agentify
• Become a trusted advisor to customers, understanding their unique needs and crafting tailored AI solutions. Co-innovate with customers and sell on the product roadmap while appropriately setting expectations
• Collaborate extensively with cross-functional partners including Product, Customer Success, Legal, Marketing, and Applied AI to help bring new solutions to market and provide feedback to shape roadmaps
• Develop sales collateral, proposals, and presentations to effectively position Anthropic's AI products. Continuously refine sales tactics and share best practices

Tools and skills named

Words the posting leans on

• sales11×
• verticals6×
• customers5×
• key5×
• mid-market5×
• experience4×
• product4×
• solutions4×
• cross-functional3×
• market3×
• revenue3×
• sales process3×
• strategic3×
• value3×
• workflows3×
• account2×

Counted from the posting after the mission statement and the legal notices are set aside. The ones near the top are the ones a screener is looking for.

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