Manager, Account Executive - Strategic Sales

About the role

As a Sales Manager at Anthropic, you’ll lead a team of Strategic Account Executives driving the adoption of safe, frontier AI by securing strategic deals with top enterprises in the Telco, Media, and Retail verticals. 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.

Key responsibilities:

• Recruit, coach, and retain Strategic Account Executives with deep industry and platform-selling expertise; develop leadership talent and create career paths that keep top performers growing
• 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 organization'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 strategic sales teams that sell technical, complex products such as API-first platforms, cloud infrastructure, or data and machine learning platforms
• 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 a strategic 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
• A genuine interest in deploying AI responsibly and motivation to advance Anthropic's mission of building safe, beneficial AI

Preferred qualifications:

• Experience bringing generative AI or LLM-based products, or other emerging platform technologies, to enterprises in telco, media, or retail
• Established executive relationships and a strategic-deal track record within the Telco, Media, or Retail verticals
• 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