Enterprise Account Executive - Industries Generalist

About the role

As an Enterprise Account Executive at Anthropic's Industries team, you'll drive the adoption of safe, frontier AI by securing strategic deals with top enterprises across the Australia markets, 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 Australia landscape.

You will be contributing to the GTM strategy for our Industries team, focusing on sector-specific solutions and strategies within key verticals. The Industries team operates as a specialized set of teams with dedicated Account Executives aligned to specific high-priority verticals including Financial Services, Healthcare and Life Sciences, and Industries Generalist. As part of our broader Commercial Industries coverage, you'll focus on the diverse range of enterprise verticals beyond these core specializations - including Telecom, Media, Energy, Manufacturing, Retail, Transportation and other major industry sectors that represent significant growth opportunities for AI adoption.

This is a highly consultative sales role as you will be cross-selling with our existing team of Account Executives, determining pricing strategy, and influencing the product roadmap based upon customer feedback. You will help define our solution-led selling approach, positioning us as strategic advisors, and provide a continuous feedback loop for internal teams to iterate on. You should be passionate about developing industry expertise, collaborating cross-functionally, and executing on our approach to the market. By driving expansion within key accounts and acquiring new logos in strategic verticals, you will help enterprises obtain new capabilities while also advancing the ethical development of AI.

Responsibilities:

• Contribute to the Industries team GTM strategy, identifying new use cases within your assigned verticals, winning new business, and sharing feedback with cross-functional teams
• Drive strategic expansion within key accounts in established verticals and new logo acquisition within emerging verticals
• Break into new accounts and cross-sell into existing business alongside our team of Account Executives
• Own a revenue target and all aspects of the sales cycle from prospecting to close, including outbounding and engaging Tier 1 accounts
• Lead with conviction by providing clear recommendations based on deep industry expertise rather than presenting a menu of options
• Prioritize organizations that can serve as lighthouse customers and references within their industries
• 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
• Collaborate extensively with cross-functional partners including product, engineering, legal, marketing, and Applied AI to help bring new solutions to market and provide feedback to shape roadmaps
• Develop sales collateral, proposals, and presentations to effectively position Anthropic's AI products. Continuously refine sales tactics and share best practices

You may be a good fit if you have:

• 12+ years of enterprise sales experience driving adoption of emerging technologies with a consultative, solutions-oriented sales approach in the ANZ market.
• Experience selling into BFSI, Media, Energy, Manufacturing, Retail, Telco, Transportation verticals
• 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