Mid-Market Account Executive, Industries

<div class="content-intro"><h2><strong>About Anthropic</strong></h2> <p>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.</p></div><h2>About the role</h2> <p>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.<br><br>You will be contributing to the GTM strategy for our Industries team, focusing on sector-specific solutions and strategies within key verticals. In addition, 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.  <br><br>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. </p> <h2>Responsibilities:</h2> <ul> <li>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</li> <li>Drive strategic expansion within key accounts in established verticals and new logo acquisition within emerging verticals</li> <li>Own a revenue target and all aspects of the sales cycle from prospecting to close, including finding key workflows to automate and agentify</li> <li>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</li> <li>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</li> <li>Develop sales collateral, proposals, and presentations to effectively position Anthropic's AI products. Continuously refine sales tactics and share best practices</li> </ul> <h2>You may be a good fit if you have:</h2> <ul> <li>3+ years of enterprise B2B sales experience in technology, preferably in SaaS, API solutions, or emerging technologies</li> <li>Experience automating workflows or building automations to handle the repeatable components of a sales process</li> <li>Proven experience exceeding revenue targets in fast-paced organizations by effectively managing an evolving pipeline and sales process</li> <li>Excellent communication skills and the ability to present confidently and build connections across all customer levels, from ICs to C-level executives</li> <li>A knack for bringing order to chaos and an enthusiastic “roll up your sleeves'' mentality. You are a true team player</li> <li>A strategic, analytical approach to assessing markets combined with creative, tactical execution to capture opportunities</li> <li>A passion for and/or experience with advanced AI systems. You feel strongly about ensuring frontier AI systems are developed safely</li> <li><strong>Location: </strong>This role does require being in office 4x a week in one of our hubs</li> </ul><div class="content-pay-transparency"><div class="pay-input"><div class="description"><p>The annual compensation range for this role is listed below. </p> <p>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.</p></div><div class="title">Annual Salary:</div><div class="pay-range"><span>$290,000</span><span class="divider">—</span><span>$360,000 USD</span></div></div></div><div class="content-conclusion"><h2><strong>Logistics</strong></h2> <p><strong>Minimum education: </strong>Bachelor’s degree or an equivalent combination of education, training, and/or experience</p> <p><strong>Required field of study: </strong>A field relevant to the role as demonstrated through coursework, training, or professional experience</p> <p><strong>Minimum years of experience: </strong>Years of experience required will correlate with the internal job level requirements for the position</p> <p><strong>Location-based hybrid policy:</strong> 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.</p> <p><strong data-stringify-type="bold">Visa sponsorship:</strong> We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and ev