Scaled Enterprise Account Executive, Industries

The shape of it

In the posting’s own words

As a Scaled Enterprise Account Executive, you'll own a book of enterprise accounts and the full revenue outcome for each. You'll generate your own pipeline, run a high-velocity sales cycle from first conversation through close, and develop a clear point of view on where Claude creates value in each account. You'll work closely with Product, Applied AI, and GTM to learn what's working at scale and feed it back into the playbook we're building from the ground up.

What it asks for · 8

• 3-5+ years selling into enterprise accounts as a full-cycle individual contributor carrying a bag, with a track record of consistently exceeding quota
• Experience selling at a hypergrowth company, where the playbook was still being written and you helped write it
• A hunter mindset and demonstrated success generating your own enterprise pipeline and breaking into new enterprise accounts
• Experience running enterprise sales cycles involving technical evaluations, security review, and procurement
• Comfort engaging both technical and business buyers at the director and VP level within enterprise organizations
• Background selling platform, API, cloud infrastructure, developer tools, or AI/ML into enterprise
• Strong commercial instincts and the ability to qualify quickly and advance rigorously
• Genuine interest in AI and strong alignment with Anthropic's mission of developing AI systems that are safe and beneficial

What the job covers

• Own all revenue outcomes for a book of enterprise accounts, driving new logo acquisition and early expansion across multiple use cases
• Generate the majority of your own pipeline through outbound, creative prospecting, and proactive multithreading into enterprise accounts that have not yet engaged with Anthropic
• Run a high-velocity sales cycle from first meeting through close, qualifying quickly, advancing rigorously, and knowing when to walk
• Develop a clear point of view on where Claude creates value in each account and bring that POV to technical and business stakeholders alike
• Build relationships with directors, VPs, and executive sponsors within your enterprise accounts, earning the right to expand by delivering early wins
• Negotiate and close commercial agreements involving technical evaluations, security review, and enterprise procurement
• Partner with Product, Applied AI, and Engineering to surface what's working, what's not, and what enterprise buyers need next
• Contribute to the playbook, proof points, and motion that this team is building from the ground up

Tools and skills named

Words the posting leans on

• enterprise29×
• enterprise accounts13×
• technical10×
• sales8×
• buyers6×
• developer tools6×
• early6×
• experience6×
• motion6×
• playbook6×
• selling6×
• build5×
• close5×
• hypergrowth5×
• pipeline5×
• ai/ml4×

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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