Enterprise Account Executive, Digital Native Business

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. À propos du poste En tant que responsable de compte d'entreprise chez Anthropic, vous favoriserez l'adoption d'une IA sûre et frontalière en concluant des accords stratégiques avec des entreprises de premier plan, débloquant ainsi de nouvelles chaînes de valeur dans l'ensemble de leurs activités. Vous mettrez à profit votre expertise en vente consultative pour stimuler la croissance du chiffre d'affaires, tout en devenant un partenaire de confiance pour les clients. Vous les accompagnerez dans l'intégration et le déploiement de l'IA, en explorant tout son potentiel. En collaboration avec les équipes GTM, Produit et Marketing, vous affinerez continuellement notre proposition de valeur, notre méthodologie de vente et notre positionnement sur le marché afin de garantir une valeur différenciée à travers l'écosystème. Le candidat idéal est passionné par le développement de nouveaux segments de marché, par l'identification des opportunités à fort potentiel et mettre en œuvre des stratégies pour les saisir. En favorisant le déploiement des produits émergents d'Anthropic, vous aiderez les entreprises à acquérir de nouvelles capacités tout en favorisant le développement éthique de l'IA. Responsabilités : Gagner de nouveaux contrats et générez des revenus pour Anthropic. Trouver les bonnes personnes parmi vos clients potentiels, informez-les sur les programmes LLM et les aider à réussir avec Anthropic. Vous serez responsable de l'ensemble du cycle de vente, depuis le premier contact jusqu'au lancement Concevoir et mettre en œuvre des stratégies de vente innovantes afin d'atteindre et de dépasser les quotas de revenus. Analyser les paysages du marché, les tendances et les dynamiques pour transformer des plans stratégiques en activités, partenariats et campagnes de vente ciblées Diriger l'expansion du marché en identifiant de nouveaux segments de clientèle et de nouveaux cas d'utilisation. Collaborer de manière inter-fonctionnelle pour différencier nos offres et maintenir un avantage concurrentiel Informer les feuilles de route et les fonctionnalités des produits en recueillant les commentaires des clients et en transmettant les besoins du marché. Fournir des informations qui renforcent notre proposition de valeur et améliorent l'expérience client Affiner en continu la méthodologie de vente en intégrant les apprentissages dans les guides, les modèles et les meilleures pratiques. Identifier les améliorations des processus qui optimisent la productivité et la cohérence des ventes Profil recherché : 5 ans ou plus d'expérience dans la vente aux entreprises pour favoriser l'adoption de technologies émergentes grâce à une approche commerciale consultative et orientée vers les solutions Une expérience en matière de gestion de cycles de vente complexes et de conclusion de contrats stratégiques en comprenant les exigences techniques multidimensionnelles et en élaborant des solutions sur mesure Capacité démontrée à naviguer dans des écosystèmes dynamiques de parties prenantes, à parvenir à un consensus et à proposer des solutions innovantes à des groupes disparates Vaste expérience de la négociation d'accords commerciaux très complexes et personnalisés avec de multiples parties prenantes Expérience avérée de dépassement des objectifs de revenus dans des organisations dynamiques grâce à une gestion efficace d'un pipeline et d'un processus de vente en constante évolution Excellentes compétences en communication et capacité à présenter avec confiance et à établir des liens à tous les niveaux de la clientèle, des IC aux cadres supérieurs Un talent pour mettre de l'ordre dans le chaos et une mentalité enthousiaste de « retrousser ses manches ». Vous avez l'esprit d'équipe Une approche stratégique et analytique pour évaluer les marchés, combinée à une exécution créative et tactique pour saisir les opportunités Une passion pour et/ou une expérience avec les systèmes d'IA avancés. Vous tenez fermement à ce que les systèmes d'IA de pointe soient développés de manière sûre About the role As an Enterprise Account Executive at Anthropic, you’ll drive adoption of safe, frontier AI by securing strategic deals with top enterprises, unlocking new value streams throughout their business. You’ll leverage your consultative sales expertise 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, 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 new market segments, pinpointing high-potential opportunities, and executing strategies to capture them. By driving deployment of Anthropic's emerging products, you will help enterprises obtain new capabilities while also advancing the ethical development of AI. Responsibilities: Win new business and drive revenue for Anthropic. Find your way to the right people at prospective customers, educate them about LLMs, and help them succeed with Anthropic. You’ll own the full sales cycle, from first outbound to launch Design and execute innovative sales strategies to meet and exceed revenue quotas. Analyze market landscapes, trends, and dynamics to translate high-level plans into targeted sales activities, partnerships, and campaigns Spearhead market expansion by pinpointing new customer segments and use cases. Collaborate cross-functionally to differentiate our offerings and sustain a competitive edge Inform product roadmaps and features by gathering customer feedback and conveying market needs. Provide insights that strengthen our value proposition and enhance the customer experience Continuously refine the sales methodology by incorporating learnings into playbooks, templates, and best practices. Identify process improvements that optimize sales productivity and consistency You may be a good fit if you have: 5+ years of enterprise sales experience driving adoption of emerging technologies with a consultative, solutions-oriented sales approach A track record of managing complex sales cycles and securing strategic deals by understanding multifaceted technical requirements and crafting tailored solutions Demonstrated ability to navigate dynamic stakeholder ecosystems, building consensus and providing innovative solutions to disparate groups Extensive experience negotiating highly complex, customized commercial agreements with multiple stakeholders Proven experience exceeding revenue targets in fast-paced organizations by effectively managing an evolving pipeline and sales process Excellent communication skills and the ability to present confidently and build connections across all customer levels, from ICs to C-level executives A knack for bringing order to chaos and an enthusiastic “roll up your sleeves'' mentality. You are a true team player A strategic, analytical approach to assessing markets combined with creative, tactical execution to capture opportunities A passion for and/or experience with advanced AI systems. You feel strongly about ensuring frontier AI systems are developed safely 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: €205.000—€255.000 EUR Logistics Education requirements: We require at least a Bachelor's degree in a related field or equivalent experience. 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