Manager, Account Executive - Enterprise Sales

About the role

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.

You'll own a broad portfolio of enterprise accounts at very different stages of AI adoption, from organizations already running Claude in production to those just beginning their journey.

• Recruit, coach, and retain Enterprise Account Executives with deep industry and platform-selling expertise;
• 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.

Key Responsibilities

• Recruit, coach, and retain Enterprise Account Executives with deep industry and platform-selling expertise;
• 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.

Minimum Qualifications

• 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.

Preferred Qualifications

• 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;
• Familiarity with consumption- or usage-based commercial models and value-based pricing conversations;
• Experience leading organizations through rapid growth, re-segmentation, or significant change.

Pay

The annual compensation range for this role is listed below. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.

Annual Salary $435,000—$550,000 USD