Head of Regulated Industries, Customer Success

The shape of it

In the posting’s own words

As Head of Regulated Industries – Customer Success at Anthropic, you'll lead the Success teams responsible for our most complex Financial Services (FSI) and Healthcare & Life Sciences (HCLS) customers. Think banks, insurers, asset and wealth managers and financial data providers; health systems, hospitals and payers; and pharmaceutical, biotech and life-sciences organizations. You'll directly coach and develop a team of Customer Success Managers who drive value across the full product portfolio (Claude Platform, Claude Code, Claude Cowork). These are organizations where deployment runs through compliance, procurement, security review, model risk and legal before it reaches an end user.

What it asks for · 14

• 10+ years in customer success, account management or customer-facing roles, with 5+ years of front-line management experience; 2+ years of experience managing managers.
• Direct experience driving a Success business with regulated customers — financial services, healthcare and life sciences, or comparable regulated sectors. That means working through compliance, procurement, security review, risk and legal gates and consensus-building across executives to get to consumption.
• A proven track record of managing and building customer success teams in SaaS, API or AI/ML companies.
• Experience managing enterprise portfolios, including accounts with $1M–$100M+ annual contract values and deployment cycles measured in quarters, not weeks.
• Demonstrated ability to drive outcomes in organizations with many decision-makers and no single owner, and to coach a team to do the same.
• A strong understanding of both consumption-based and seat-based business models, with a record of driving adoption, expansion and value realization across them.
• Experience developing repeatable frameworks, playbooks or enablement programs that other teams adopted independently of you.
• Technical fluency to understand AI/ML products and the deployment, data and security considerations regulated customers raise.
• Working knowledge of the regulatory and compliance frameworks these customers operate under e.g. HIPAA, FDA and healthcare data-security requirements
• Strong executive presence with both business and risk-side leaders. Represents Anthropic credibly in a CISO or model-risk conversation as well as a CFO one.
• Strong business acumen: articulating value, calculating ROI and driving customer business outcomes.
• The ability to balance strategic thinking with tactical execution, and to context-switch between coaching, customer engagement and operational planning.
• A knack for bringing order to chaos and an enthusiastic "roll up your sleeves" mentality
• Passion for responsible AI development and for helping customers transform their businesses with cutting-edge technology.

What the job covers

• Directly manage and develop a team of Customer Success Managers covering Financial Services and Healthcare & Life Sciences enterprise accounts — the Regulated Industries book — across all Anthropic products.
• Own the hiring plan for the team, including sourcing for regulated-industry experience, onboarding and ramp design; later, hire and develop team leads and shift to managing through them.
• Coach the team on success practice specific to regulated customers. That includes navigating compliance, procurement, security and model-risk reviews; building champions across business, technology and risk functions; change management under strict controls; and value realization across consumption and seat-based models.
• Drive team accountability to core CS metrics: expansion (consumption growth, adoption), customer health, retention (NRR) and customer satisfaction (CSAT).
• Join strategic customer engagements and escalations, with executive presence in front of CIOs, CISOs, chief risk and compliance officers, heads of business lines and board-level sponsors.
• Build and refine the regulated-industries success methodology. Success planning frameworks that map the governance path to consumption; QBR and executive-briefing templates; security and compliance readiness playbooks; reference architectures and expansion playbooks that transfer from one regulated customer to the next.
• Partner closely with the Regulated Industries sales organization to align on account strategy, set clear ownership between AEs and CSMs, and manage handoffs so long deployment cycles don't stall between teams.
• Collaborate with Product, Engineering, Security, Legal and Marketing to advocate for regulated customers' needs and translate field signal into product direction.
• Establish an AI-first, innovation-focused team culture; improve team processes and deepen hands-on product expertise.
• Conduct regular 1:1s, performance reviews and career development planning for direct reports.
• Own portfolio-level planning and forecasting, including renewal-risk mitigation and consumption development across the regulated book.
• Serve as the escalation point for at-risk customers and complex situations in the team's portfolio.

Tools and skills named

Words the posting leans on

• customer43×
• regulated24×
• success19×
• business15×
• compliance14×
• experience13×
• product11×
• security11×
• value11×
• consumption10×
• regulated customers10×
• deployment9×
• account8×
• customer success8×
• managers8×
• managing8×

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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