What are the responsibilities and job description for the Manager, Account Executive - Digital Native Business (API Sales) position at Anthropic?
About the role
As a Sales Manager at Anthropic, you'll lead a team of Enterprise Account Executives driving the adoption of safe, frontier AI by securing strategic deals with top enterprises in the Digital Native space. You'll leverage your leadership and consultative sales expertise to propel revenue growth while developing a high-performing team of AEs. Working closely with Applied AI Engineering and Product teams, you'll help customers embed and deploy AI while uncovering its full range of capabilities. In collaboration with GTM and Marketing teams, you'll continuously refine our value proposition, sales methodology, and market positioning to ensure differentiated value across the landscape.
The ideal candidate will have a passion for developing people, identifying market opportunities, and executing strategies to capture them. By leading the deployment of Anthropic's emerging products, you will help enterprises obtain new capabilities while also advancing the ethical development of AI.Responsibilities:
- Build and lead a high-performing team of Enterprise Account Executives, providing coaching, mentorship, and guidance to drive team success
- Develop and implement sales strategies to meet and exceed team revenue quotas
- Create and maintain accurate forecasts, pipeline management, and reporting while ensuring data integrity in CRM systems
- Partner with Enablement to develop training programs and resources that accelerate AE ramp time and effectiveness
- Work closely with Applied AI Engineering teams to demonstrate technical capabilities pre-sales and optimize solutions post-sales
- Enable your team to have credible technical conversations while maintaining appropriate guardrails
- Build strong partnerships across the organization to drive strategic initiatives
- Identify and execute on new market opportunities and use cases for Anthropic's AI solutions
- Gather and synthesize customer feedback to inform product direction and enhance customer experience
- Build and continuously refine the sales methodology by incorporating learnings into playbooks and best practices
You may be a good fit if you have:
- 7 years of enterprise sales experience driving adoption of emerging technologies
- 5 years of sales leadership experience, ideally 3 leading teams within the Enterprise segment
- Proven track record of building and leading high-performing sales teams, with demonstrated success in coaching and developing AEs
- Experience establishing and scaling sales processes, tools, and methodologies in fast-growing organizations
- Strong technical acumen and ability to understand complex AI solutions, with experience enabling teams to have credible technical conversations
- Track record of successful partnership with technical teams throughout the customer journey
- Demonstrated ability to navigate dynamic stakeholder ecosystems and drive cross-functional initiatives
- Experience managing complex enterprise sales cycles and helping AEs secure strategic deals
- Strong operational rigor in pipeline management, forecasting, and sales metrics
- Excellent communication skills and ability to build relationships across all levels
- Strategic approach to market analysis combined with tactical excellence in execution
- Passion for AI technology and commitment to its safe, responsible development
Deadline to apply: None. Applications will be reviewed on a rolling basis.
