[Pipeline] Enterprise Account Executive, GSI at Anthropic

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 Anthropic’s GSI team partners with the world’s largest Global System Integrators and strategy consultancies to deploy frontier AI into the core of how they deliver client work and run their own businesses. These are complex, partner-led organizations where the first engagement is rarely the full opportunity, and where lasting partnerships are built across practice areas and at the executive level. As an Enterprise Account Executive on the GSI team, you’ll own a named book of accounts and the full revenue outcome for each. You’ll develop a point of view on where Claude creates the most value across a firm’s practice areas, advisory services, delivery teams, and internal operations, build relationships with the partners and executives who sponsor transformation at that scale, and expand the partnership well beyond the original buyer. These firms are both customer and future channel — your sell-to motion sets up the sell-with later. You’ll work closely with Product, Applied AI, GTM, and Partnerships leadership to shape how Anthropic shows up across the GSI landscape, while advancing our mission of developing AI that is safe, beneficial, and deployed responsibly. This is a role for someone who has owned large, complex partner-led accounts end to end and is comfortable operating independently at the executive level. Responsibilities • Own all revenue outcomes for a named book of GSI accounts (global system integrators, strategy consultancies, etc.), driving both new logo acquisition and expansion across multiple practice areas, regions, and use cases • Develop a clear thesis for each priority firm: where Claude creates value across knowledge management, proposal and deliverable generation, advisory workflows, internal productivity, and client engagements; which partners and stakeholders to engage and in what sequence; and what a fully developed partnership looks like • Proactively create demand in practice areas and regions that haven’t yet engaged, using early wins as proof points to open new conversations across a partner-led, decentralized firm • Manage multi-quarter sales cycles with rigor across qualification, discovery, technical evaluation, partner-led/practice-P&L review, and procurement • Build and independently advance relationships with Managing Partners, Practice Leads, MDs, CIOs, CTOs, Chief Innovation Officers, and Heads of AI/Digital • Prepare deeply for executive conversations using the firm’s public commentary, practice-area strategy, and competitive context, and anchor the discussion to their strategic priorities — utilization, leverage, realization, billable productivity, AI-enabled service offerings • Move fluidly between technical and business executive audiences within the same firm • Earn the role of trusted advisor by bringing a point of view the firm hasn’t heard internally, not by presenting a menu of options • Build a quantified, firm-specific business case early in the pursuit that shapes the deal rather than justifies it after the fact • Map value to the firm’s operating model — utilization, leverage, realization, billable hours, deliverable margin, advisory practice growth — using their own language and metrics • Lead complex commercial negotiations involving multi-year commitments, custom terms, partner-led approval, and global procurement processes • Maintain accurate forecasting and a clear understanding of the business drivers behind every opportunity • Identify and close lighthouse firms that become references across the GSI landscape and set up the future sell-with motion • Partner with Product, Applied AI, Engineering, and Partnerships to inform the roadmap based on what GSI buyers need • Contribute to the playbook, proof points, and commercial structures that become the repeatable motion for GSIs You may be a good fit if you have • 8+ years of enterprise software sales experience, with a track record of owning named accounts at large, complex partner-led organizations (Global SI’s, strategy consultancies. etc) • Experience managing multi-quarter sales cycles involving multiple stakeholders, technical evaluations, partner-led approval, and global procurement • A history of growing accounts meaningfully beyond the original engagement by creating demand across new practice areas, regions, and use cases • Demonstrated ability to independently build and advance relationships at the Partner, MD, and C-suite level — including practice leadership and innovation/digital executives — without relying on internal executive sponsorship • Experience building firm-specific business cases grounded in the firm’s own operating metrics (utilization, leverage, realization, margin), and defending commercial terms through global procurement • Background selling platform, API, cloud infrastructure, or emerging technology into enterprises evaluating a new category • Strong executive presence and the ability to hold a credible conversation across both technical and business audiences • Genuine interest in AI and strong alignment with Anthropic’s mission What will make you stand out • Direct experience selling into Global SI’s or strategy consultancies, and fluency in how partner-led firms operate and measure success • Experience as an early AE in a vertical or segment, where you helped build the sales motion rather than inherit it • Background selling developer platforms, cloud infrastructure, or AI/ML tooling into traditional partner-led services firms 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:$290,000—$435,000 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