Manager, Account Executive - GSIs

Anthropic · San Francisco

Sales & Businessposted 2mo ago

About Anthropic

Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems.

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 winning and growing the world’s largest global systems integrators and consultancies — as both strategic customers and go-to-market partners. 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, Partnerships, and Product teams, you’ll help partners 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 systems integrators and their clients obtain new capabilities while also advancing the ethical development of AI.

Responsibilities:

Recruit, coach, and retain Strategic Account Executives with deep partner/alliance 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 across each GSI partner and across both the sell-to and co-sell motions, partnering with Marketing, Enablement, Partnerships, and the partners themselves to scale them
Engage personally with C-level executives at the GSIs — and, on co-sell pursuits, at their enterprise clients — 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 both the internal-adoption and co-sell pipeline
Partner closely with Applied AI, Solutions Architecture, and Product to design solutions, prove value quickly, and translate partner and client needs into product and roadmap input
Orchestrate cross-functional and partner motions with Customer Success, Marketing, Partnerships (PAMs), Legal, and cloud partners to deliver a seamless experience, and represent Anthropic with partners and at industry events as a visible, trusted leader

You may be a good fit if you have:

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 strategic customers and/or partners, including building C-suite relationships, ideally with global systems integrators, consultancies, or other large partner/alliance ecosystems
Experience designing go-to-market coverage for a strategic sales team, including account and partner 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

Strong candidates may have:

Experience bringing generative AI or LLM-based products, or other emerging platform technologies, to global systems integrators and consultancies, or to market through partner and alliance channels
Established executive relationships and a strategic-deal track record within global systems integrators or consultancies (e.g., Accenture, Deloitte, PwC, KPMG, EY, TCS, Infosys, Capgemini)
Experience running co-sell and build-with motions with global systems integrators and cloud partners such as AWS and Google Cloud
Familiarity with consumption- or usage-based commercial models and value-based pricing conversations

The 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:

$450,000—$550,000 USD

Logistics

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

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. 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. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.

Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links—visit anthropic.com/careers directly for confirmed position openings.

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. And 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. As such, we greatly value communication skills.

The easiest way to understand our research directions is to read our recent research. 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.

Come work with us!

Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process.