Enterprise Account Executive (API Sales)

As an Enterprise Account Executive at Anthropic, your main responsibilities will include driving new business and revenue growth through securing strategic deals with major enterprises. You'll own the complete sales cycle from prospecting to closing, developing and executing innovative sales strategies to meet revenue targets, identifying new market segments, collecting client feedback for product development, and continuously refining sales methodologies to improve performance.

To be a good fit for the Enterprise Account Executive role at Anthropic, you should have at least 5 years of enterprise sales experience focusing on emerging technologies. A proven track record of managing complex sales cycles, strong communication skills, and a consultative, solutions-oriented sales approach are essential. Experience in negotiating customized commercial agreements and the ability to maintain a strategic approach in dynamic environments will also set you apart.

At Anthropic, we are committed to the growth and development of our employees, including our Enterprise Account Executives. We offer an environment that encourages continuous learning through collaboration across teams, gathering customer insights, and refining sales strategies. You'll have access to mentorship and resources to help you succeed in your role and stay at the forefront of AI technology.

The culture at Anthropic emphasizes collaboration, communication, and a shared mission of advancing trustworthy AI. Sales professionals are viewed as vital team members who contribute to the overall success of the company. We prioritize diversity and representation, fostering an inclusive environment where all perspectives are valued, and feedback is actively sought to improve our offerings and sales methodologies.

Yes, Anthropic does sponsor visas for the Enterprise Account Executive role, although not all candidates and roles may qualify. If an offer is extended, we make every reasonable effort to assist with the visa process, ensuring we have the right support and resources in place to navigate this journey with you.

In preparing your response, highlight specific instances where you engaged in consultative selling, explaining how you identified and addressed client needs. Emphasize your ability to build relationships and how this approach led to successful outcomes for your customers. Be sure to mention any metrics or KPIs to quantify your success.

Explain your strategy for managing complex sales cycles, focusing on relationship management. Discuss how you identify key stakeholders, facilitate communication, and build consensus among diverse groups. Providing a specific example of a complex deal you navigated successfully would strengthen your answer.

Share your methods for staying informed, such as following industry news, attending webinars, or joining professional networks. Mention specific AI technologies relevant to your role and how your knowledge has helped you differentiate solutions for clients.

Detail a specific scenario where you surpassed your sales goals, focusing on what strategies you implemented. Provide insights into the challenges faced and how your approach brought measurable results. Use relevant figures to illustrate the impact of your work.

Describe your process for collecting customer feedback, whether through surveys, direct interactions, or after-sales discussions. Explain how you analyze this feedback to adapt your sales strategies or inform product development and improve customer experience.

Discuss qualities such as strong communication skills, adaptability, strategic thinking, and a customer-focused mindset. Use examples from your own experience where these qualities led to successful outcomes in your sales role.

Share a specific example where you entered a new market segment. Discuss the research, strategic planning, and execution involved and the impact of this penetration on your sales numbers. Highlight any partnerships or campaigns that were essential to your success.

Explain your approach to prioritizing tasks and managing time effectively, utilizing tools or methodologies that help you track and prioritize opportunities in your pipeline. Provide an example of a busy period where your organization led to success.

Emphasize the importance of collaboration in achieving sales goals. Provide examples of how you’ve worked with cross-functional teams, like product or marketing, to enhance your sales pitches and secure deals.

Discuss your commitment to ethical sales practices, including transparency with clients, understanding their needs, and advocating for solutions that genuinely help them. Relate this to Anthropic's mission to develop trustworthy AI and how it informs your sales philosophy.