Mid-Market Account Executive, Industries

About the role

As a Mid-Market Account Executive on Anthropic's Industries team, you'll drive the adoption of safe, frontier AI by securing strategic deals with mid-market companies in key verticals, unlocking new value streams throughout their business.

You'll leverage your consultative sales expertise and technical acumen to propel revenue growth while becoming a trusted partner to customers, helping them embed and deploy AI while uncovering its full range of capabilities.

In collaboration with GTM, Product, Engineering, and cross-functional teams, you'll continuously refine our value proposition, sales methodology, and market positioning to ensure differentiated value across the landscape.

You will be contributing to the GTM strategy for our Industries team, focusing on sector-specific solutions and strategies within key verticals.

The Mid-Market team is pioneering a new scaled sales playbook, where human AEs direct AI Agents to automate key elements of the buyer’s journey, while maintaining human engagement with prospects in the elements of a sales process that can’t be automated.

Responsibilities

• Contribute to the Mid-Market GTM strategy, identifying new use cases within your assigned verticals, winning new business, and sharing feedback with cross-functional teams
• Drive strategic expansion within key accounts in established verticals and new logo acquisition within emerging verticals
• Own a revenue target and all aspects of the sales cycle from prospecting to close, including finding key workflows to automate and agentify
• Become a trusted advisor to customers, understanding their unique needs and crafting tailored AI solutions
• Co-innovate with customers and sell on the product roadmap while appropriately setting expectations
• Collaborate extensively with cross-functional partners including Product, Customer Success, Legal, Marketing, and Applied AI to help bring new solutions to market and provide feedback to shape roadmaps
• Develop sales collateral, proposals, and presentations to effectively position Anthropic's AI products
• Continuously refine sales tactics and share best practices

Requirements

You should be passionate about building a fundamentally new sales motion, by experimenting with new programs and workflows, and ultimately evangelizing the potential of Transformative AI to mid-market companies across verticals.

You should have 3+ years of enterprise B2B sales experience in technology, preferably in SaaS, API solutions, or emerging technologies.

You should have proven experience exceeding revenue targets in fast-paced organizations by effectively managing an evolving pipeline and sales process.

You should have excellent communication skills and the ability to present confidently and build connections across all customer levels, from ICs to C-level executives.

You should have a knack for bringing order to chaos and an enthusiastic "roll up your sleeves" mentality.

You are a true team player.

You should have a strategic, analytical approach to assessing markets combined with creative, tactical execution to capture opportunities.

You should feel strongly about ensuring frontier AI systems are developed safely.

Qualifications

Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience

Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience

Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position

Benefits

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 $290,000—$360,000 USD

Schedule

Location: This role does require being in office 4x a week in one of our hubs

Pay

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.

Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work.

How We're Different

We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts.

We value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles.

We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science.

We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time.

This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.

Guidance on Candidates' AI Usage

Learn about our policy for using AI in our application process.