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About the Role
Anthropic’s GSI team partners with Global System Integrators and strategy consultancies to deploy frontier AI into their client work and business operations. As a Strategic Account Executive, you will own a named book of accounts and their revenue outcomes. You will develop a point of view on where Claude creates value, build relationships with transformation sponsors, and expand partnerships beyond the initial buyer. This role requires owning large, complex partner-led accounts end-to-end and operating independently at the executive level.
Responsibilities
- Own all revenue outcomes for a named book of GSI accounts, driving new logo acquisition and multi-practice expansion through complex, multi-quarter sales cycles.
- Develop a clear thesis for each priority firm on where Claude creates value and execute an engagement plan across practices, regions, and stakeholders.
- Build and independently advance executive relationships with key leaders, anchoring conversations to their strategic priorities.
- Proactively create demand in unengaged practice areas and regions, using early wins as proof points.
- Build quantified, firm-specific business cases mapped to the GSI operating model.
- Identify and close lighthouse partnerships that become references and set up future sell-with motions.
- Partner cross-functionally with Product, Applied AI, Engineering, and Partnerships to inform the roadmap and contribute to the repeatable GSI motion.
Requirements
- 8+ years of enterprise software sales experience with a track record of owning named accounts at large, complex, partner-led organizations.
- Experience managing multi-quarter sales cycles through technical evaluations, partner-led approval, and global procurement.
- Demonstrated ability to independently build and advance relationships at the Partner, MD, and C-suite level.
- Experience holding credible conversations across both technical and business audiences.
- Experience building firm-specific business cases grounded in the firm's own operating metrics.
- Experience defending commercial terms through complex negotiations.
- Background selling platform, API, cloud infrastructure, or emerging technology into enterprises evaluating a new category.
- Genuine interest in AI and strong alignment with Anthropic's mission of responsible AI development.
- A history of growing accounts meaningfully beyond the original engagement by proactively creating demand across new practice areas, regions, and use cases.
Skills
- Enterprise software sales
- Account management
- Partner-led sales
- Complex sales cycles
- Executive relationship building
- Business case development
- Negotiation
- Platform sales
- API sales
- Cloud infrastructure sales
- Emerging technology sales
- AI
- Responsible AI development
Location
- San Francisco
Work Type
- Hybrid
Experience Level
- 8+ years of enterprise software sales experience
Education Level
- Bachelor’s degree or an equivalent combination of education, training, and/or experience
Salary/Compensations
- $380,000—$450,000 USD (OTE)
Benefits
- Competitive compensation
- Benefits
- Optional equity donation matching
- Generous vacation
- Parental leave
- Flexible working hours
- Office space for collaboration
- Visa sponsorship available
About the Company
- Anthropic’s mission is to create reliable, interpretable, and steerable AI systems that are safe and beneficial for users and society.
- The team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders.
- Anthropic is a public benefit corporation headquartered in San Francisco.
- The company believes that the highest-impact AI research will be big science, working as a single cohesive team on large-scale research efforts.
- Values impact and advancing long-term goals of steerable, trustworthy AI.
- Views AI research as an empirical science.
- Highly collaborative group with frequent research discussions.
- Recent research includes GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.
Equal Opportunity
- We encourage you to apply even if you do not believe you meet every single qualification.
- Not all strong candidates will meet every single qualification as listed.
- We think AI systems like the ones we're building have enormous social and ethical implications, making representation even more important.
- We strive to include a range of diverse perspectives on our team.