Manager of Applied AI Architecture, Enterprise Tech (Cyber)
About the role
Manage and mentor a team of Applied AI Architects, Enterprise Tech (Cyber) providing both technical guidance and career development
Set goals and reviews for your team, promoting growth and output
Work with a handful of highest-value Enterprise Tech customers on their overall AI adoption strategies, focusing on pre-sales technical excellence including use case scoping, technical champion building, and POC execution
Partner closely with your aligned GTM leadership to understand customer requirements & co-build GTM strategies to drive adoption for Enterprise Tech (Cyber) customers
Own the technical portions of pre-sales engagements, ensuring your team provides compelling demos and validates enterprise customer ROI from Anthropic products
Drive collaboration from cross-functional teams to influence and unify stakeholders at all levels of the organization to drive business outcomes
Travel occasionally to customer sites for executive-level sessions, technical workshops, and building relationships
Establish a shared vision for creating solutions that enable beneficial and safe AI in technology products
Lead the vision, strategy, and execution of innovative solutions that leverage our latest models' capabilities for tech-forward use cases
Contribute to thought leadership through conference presentations, webinars, and technical content creation
Stay current with emerging AI/ML trends and competitive landscape in the enterprise tech sector
Responsibilities
- Manage and mentor a team of Applied AI Architects, Enterprise Tech (Cyber) providing both technical guidance and career development
- Set goals and reviews for your team, promoting growth and output
- Work with a handful of highest-value Enterprise Tech customers on their overall AI adoption strategies, focusing on pre-sales technical excellence including use case scoping, technical champion building, and POC execution
- Partner closely with your aligned GTM leadership to understand customer requirements & co-build GTM strategies to drive adoption for Enterprise Tech (Cyber) customers
- Own the technical portions of pre-sales engagements, ensuring your team provides compelling demos and validates enterprise customer ROI from Anthropic products
- Drive collaboration from cross-functional teams to influence and unify stakeholders at all levels of the organization to drive business outcomes
- Travel occasionally to customer sites for executive-level sessions, technical workshops, and building relationships
- Establish a shared vision for creating solutions that enable beneficial and safe AI in technology products
- Lead the vision, strategy, and execution of innovative solutions that leverage our latest models' capabilities for tech-forward use cases
- Contribute to thought leadership through conference presentations, webinars, and technical content creation
- Stay current with emerging AI/ML trends and competitive landscape in the enterprise tech sector
Requirements
7+ years of experience as a Solutions Architect, Sales Engineer, or similar pre-sales technical role
3+ years of technical go-to-market management experience, specifically managing pre-sales teams
Experience working with and selling to Digital Native focused customers (Vertical Enterprise SaaS, Horizontal Enterprise SaaS, Consumer Technology Companies, PaaS, etc.)
Experience with the unique technical requirements and technical procurement process of enterprise tech companies
Deep technical proficiency with enterprise AI deployments, API integrations, and production LLM use cases
Organizational mindset and enjoyment of building foundational teams in a relatively unstructured environment
Excellent communication, collaboration, and coaching abilities
Comfortable dealing with highly uncertain, ambiguous, and fast-moving environments typical of the tech industry
Strong executive presence and ability to foster deep relationships with technical leaders and engineering teams
At least a high level familiarity with the architecture and operation of large language models and/or ML in general
A passion for making powerful technology safe and societally beneficial
Thinking creatively about the risks and benefits of new technologies, and thinking beyond past checklists and playbooks
Understanding of developer tooling, SDKs, and technical integration patterns common in enterprise tech companies
Qualifications
Strong Candidates May Have:
- Enterprise SA Leadership at Scale: 5+ years leading solution architect teams through hypergrowth (ideally 10→50+ people), with direct experience managing both senior SAs and developing junior talent in complex enterprise software environments
- AI/ML Technical Depth + Executive Engagement: Hands-on experience with AI/ML platforms and enterprise integration patterns, combined with proven track record engaging C-level stakeholders in $10M+ technical evaluations and enterprise sales cycles
- Multi-Segment GTM Experience: Demonstrated success adapting technical approaches across customer segments (startup to Fortune 500), with experience spanning the full deal spectrum from $2M employee empowerment through $100M+ core business transformation initiatives
Skills
Strong Candidates May Have:
- Hands-on experience with AI/ML platforms and enterprise integration patterns
- Proven track record engaging C-level stakeholders in $10M+ technical evaluations and enterprise sales cycles
- Demonstrated success adapting technical approaches across customer segments (startup to Fortune 500)
Benefits
Annual Compensation Range: $315,000—$380,000 USD
Pay
OTE range for the role, including both sales commissions/sales bonuses target and annual base salary
Schedule
Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.
Visa Sponsorship
We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this. 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.