Enterprise Account Executive, Industries - BFSI

About the role

We are seeking an Enterprise Account Executive, Industries - BFSI to pioneer Anthropic's enterprise AI adoption across India's banking, financial services, and insurance sector. You will build our presence from the ground up, securing transformative deals with leading banks, NBFCs, insurers, and fintechs, and establishing Anthropic as their trusted AI partner for digital transformation. You will navigate the complex, regulated environment of Indian financial institutions and position Claude as the AI solution that drives both efficiency and innovation while maintaining the highest standards of safety and reliability. As one of our first industry specialists in India, you will shape our BFSI go-to-market strategy and build the playbook for how Anthropic serves financial institutions, working closely with global teams while adapting our approach to local market dynamics. This position is based in Bangalore, Mumbai, or NCR, with travel across India.

Key responsibilities

• Establish Anthropic's enterprise presence across India's BFSI sector, including public and private sector banks, NBFCs, insurers, asset managers, and fintechs
• Develop BFSI-specific strategies that account for RBI, IRDAI, and SEBI requirements, data localization needs, and sector compliance standards
• Build relationships with key stakeholders, including CXOs, Chief Risk and Compliance Officers, digital transformation leaders, and innovation heads at India's top financial institutions
• Create the India BFSI playbook for enterprise AI adoption, documenting successful approaches that can scale across the region
• Own end-to-end sales cycles for complex, multi-stakeholder enterprise deals, often involving board-level decisions
• Drive strategic expansion within lighthouse accounts that can serve as references for the entire BFSI industry
• Navigate procurement processes unique to Indian financial institutions, including vendor risk assessments, rate contracts, empanelment procedures, and multi-year agreements
• Collaborate with system integrators and consulting partners who often influence technology decisions at banks and insurers
• Co-innovate with customers to develop BFSI use cases, from vernacular customer service and fraud detection to credit underwriting and automated compliance reporting
• Understand sector-specific challenges such as financial inclusion, legacy core banking modernization, and data security in regulated environments
• Position AI strategically within the context of Digital India initiatives and financial sector modernization programs
• Ensure successful deployments that can scale from proof-of-concept to enterprise-wide implementation
• Partner with global product teams to prioritize features critical for Indian financial institutions, such as multi-language support, data residency, auditability, and integration with local systems
• Collaborate with legal and compliance teams to navigate India's evolving AI and data protection regulations
• Provide market intelligence on competitive dynamics, pricing expectations, and emerging BFSI use cases unique to India
• Build internal alignment between Anthropic's global strategy and India's market requirements

Minimum qualifications

• 15+ years of enterprise sales experience in the Indian market, with a proven track record of closing large, complex deals, ideally across BFSI sector
• Deep understanding of how Indian financial institutions operate, including decision-making processes, budget cycles, and stakeholder dynamics
• Experience selling transformational technology (Cloud, AI/ML, Digital Transformation platforms) to Indian enterprises
• Established relationships with senior executives across banks, NBFCs, insurers, or fintechs
• Understanding of the Indian regulatory landscape, including RBI, NSE, IRDAI, and SEBI requirements, data protection laws, and sector-specific compliance
• Consultative selling expertise, with the ability to position AI as a strategic business driver rather than just a technology solution
• Complex deal structuring experience, including multi-year contracts, phased deployments, and outcome-based pricing
• Technical acumen to engage credibly with CTOs, architects, and data science teams
• Cross-cultural communication skills to work effectively with both Indian stakeholders and global teams
• Entrepreneurial mindset and the ability to build a market from scratch with limited local resources initially
• Patient yet persistent approach to long enterprise sales cycles, while maintaining momentum

Preferred qualifications

• Experience selling directly into large Indian banks, insurers, or financial conglomerates
• Relationships with Indian system integrators such as TCS, Infosys, Wipro, and HCL, particularly their BFSI practices
• Familiarity with Indian business groups and conglomerates, and how decisions flow within these complex organizations
• Track record of first-in-market roles or launching new products in India
• Domain expertise in areas critical to Indian financial services, such as UPI payments, core banking systems, KYC/AML compliance, Aadhaar integration, or insurance underwriting
• Knowledge of government initiatives such as Digital India and their impact on financial sector technology adoption
• Experience navigating public sector bank and PSU sales processes is a plus