Manager, Account Executive - Enterprise Sales

The shape of it

In the posting’s own words

As a leader within our Enterprise Industries sales team, you will build and lead an industry-aligned team that brings transformational AI to enterprises across telecommunications, media & entertainment, retail & consumer, industrials & manufacturing, and business services. These are companies rethinking how they serve customers, create and distribute content, run stores and supply chains, and operate physical infrastructure — and they're looking for a partner they trust to take frontier AI from promising pilots into production at the core of their business.

What it asks for · 8

• Experience leading enterprise sales teams that sell technical, complex products such as API-first platforms, cloud infrastructure, or data and machine learning platforms
• Player-coach sales leader who has personally built and run a high-velocity greenfield motion, someone who thinks in coverage models, PG cadence, and repeatable plays first, deals second - ideally forged at a consumption or PLG platform company, with the vertical depth and partner fluency (CSP/GSI) to activate a 300-account book from day one
• A track record of winning and growing enterprise customers, including building C-suite relationships, in one or more of our focus industries (telecommunications, media & entertainment, retail & consumer, industrials & manufacturing, or business services)
• Experience designing go-to-market coverage for an enterprise sales team, including but not limited to account prioritization
• Operational rigor across both a high-volume pipeline and complex, multi-stakeholder sales cycles, balancing velocity with deal quality and forecasting accurately in fast-changing environments
• Credibility with technical buyers and builders — CIOs, CTOs, CDOs — and experience pairing effectively with solutions architects and applied AI teams
• Strong coaching skills that raise team performance through deal coaching and account strategy, combined with personal effectiveness alongside executives on high-priority opportunities
• A genuine interest in deploying AI responsibly and motivation to advance Anthropic's mission of building safe, beneficial AI

Also a plus

• 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

What the job covers

• Recruit, coach, and retain Enterprise Account Executives with deep industry and platform-selling expertise; develop and retain top talent
• Codify the use cases, proof points, reference stories, and sales motions that make wins repeatable within each industry, partnering with Marketing, Enablement, and partner teams to scale them
• 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 that make performance predictable and coachable across a high-volume book of business
• Partner closely with Applied AI, Solutions Architecture, and Product to design solutions, prove value quickly, and translate industry needs into product and roadmap input
• Orchestrate cross-functional and partner motions with Customer Success, Marketing, Partnerships, Legal, and cloud partners to deliver a seamless customer experience, and represent Anthropic with customers and at industry events as a visible, trusted leader

Tools and skills named

Words the posting leans on

• enterprise10×
• experience8×
• partner8×
• sales7×
• account6×
• customer6×
• platform6×
• business5×
• cloud5×
• executives5×
• claude4×
• coverage4×
• deal4×
• industry4×
• motions4×
• product4×

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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