Head of Sales Excellence & Methodology

About the role

Anthropic's sales organization is growing quickly across segments, industries, and geographies, and how we sell has to mature as fast as the team does. We are looking for a Head of Sales Excellence & Methodology to own the substance of sales enablement at Anthropic: the sales methodology itself, the standard for what excellent selling looks like here, and the change management that makes it stick in the field.

You will define a common way of selling that holds up across very different customers, from startups to the largest global enterprises, and then lead the organization through adopting it. That means earning sponsorship from senior sales leadership, equipping frontline managers to coach to the methodology instead of only inspecting for it, and building alongside sellers so the result reflects how deals are really won.

This is a leadership role for someone who has taken a sales organization through real transformation and can show that it changed behavior and results. You will set direction, [build and lead a team], and stay close enough to the field to know when something is not working.

Key responsibilities:

• Define, document, and evolve Anthropic's sales methodology and process standards, including discovery, qualification, deal strategy, and deal review, so that sellers in every segment and region share a common language

• Design and run the rollout and reinforcement of methodology changes across the sales organization, securing executive sponsorship and making clear what is expected of each level of sales leadership

• Equip frontline managers to coach to the methodology in pipeline reviews, deal reviews, and forecasting, so that it becomes part of the operating rhythm

• Sequence and deliver complex, multi-audience programs across geographies, segments, industries, and roles that scale globally while adapting where local or segment differences matter

• Develop content, frameworks, and standards together with sellers and sales leaders, testing them on live deals before scaling

• Define the leading and lagging indicators that show whether the methodology is changing seller behavior and outcomes, and act on what the data shows

• Partner with Sales Leadership, Revenue Operations, Product, Marketing, and the wider Sales Enablement team so the methodology is reflected in systems, messaging, and day-to-day workflows

• Apply Claude and internal tooling to personalize coaching and reinforcement, so that quality does not depend on headcount

Minimum qualifications:

• Practitioner-level expertise in sales methodology and sales process design, including discovery, qualification, deal strategy, deal review, and forecasting

• Have led a methodology or sales process change across a sales organization, and can show how seller behavior and results changed as a result

• Have run enablement or sales excellence programs spanning multiple geographies, segments, industries, or roles

• Have worked directly with senior sales leaders and frontline managers to secure sponsorship for change, including holding a position constructively when they disagreed

• Have built programs with sellers and sales leaders, testing them on live deals, instead of handing down finished programs

• Have defined and tracked adoption and impact measures that go beyond completion and satisfaction scores

• Communicate clearly, in writing and in conversation, with executive audiences

Preferred qualifications:

• Experience building and leading a team of senior enablement or sales excellence professionals

• A clear, experience-based view of where common sales methodologies break down in practice

• Prior experience carrying a quota or leading a sales team

• Experience at an AI company or an enterprise technology company during a period of rapid sales team scaling

• Hands-on experience using Claude or similar AI tools to automate or personalize coaching and reinforcement

• Experience selling, or enabling the sale of, complex technical products to both technical and business buyers