Enterprise Account Executive, Professional Services

About the role

As an Enterprise Account Executive at Anthropic, you'll join the foundational team at the forefront of introducing our cutting-edge AI productivity API and SaaS solutions to professional services firms across the EMEA markets. You'll drive the adoption of safe, frontier AI by securing strategic deals with consultancies, agency and marketing services groups, law firms, and accounting and advisory firms. You'll leverage your consultative sales expertise in the professional services sector to propel revenue growth while becoming a trusted partner to professional services stakeholders, helping them embed and deploy AI while uncovering its full range of capabilities in client delivery, research and analysis, and knowledge management. In collaboration with GTM, Product, and Marketing teams, you'll continuously refine our value proposition, sales methodology, and market positioning to resonate with professional services decision-makers.

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 within the professional services sector. Navigate complex professional services firms to reach key decision-makers, educate them about our services, and help them succeed with Anthropic. You'll own the full sales cycle, from first outbound to close
• Design and execute innovative sales strategies tailored to professional services procurement cycles, vendor risk assessment, and budgeting processes to meet and exceed revenue quotas. Analyse professional services market landscapes, trends, and dynamics to translate high-level plans into targeted sales activities and campaigns
• Spearhead market expansion by identifying new use cases within client delivery teams, creative and strategy functions, research and knowledge management, and business development. Collaborate cross-functionally to differentiate our offerings for professional services applications
• Navigate complex professional services stakeholder ecosystems including executives, partners and practice leaders, IT departments, risk and compliance functions, and procurement offices to build consensus
• Inform product roadmaps and features by gathering feedback from users and conveying professional services market needs. Provide insights that strengthen our value proposition for professional services
• Continuously refine the professional services sales methodology by incorporating learnings into playbooks, templates, and best practices. Identify process improvements that optimise sales productivity and consistency

You may be a good fit if you have:

• 8+ years of B2B Enterprise sales experience in SaaS, API solutions, or emerging technologies
• A track record of managing complex sales cycles within professional services firms and securing strategic deals by understanding both technical requirements and professional services use cases
• Demonstrated ability to navigate professional services organisational structures and procurement processes, building consensus among diverse stakeholders including executives, partners and practice leaders, and IT departments
• Extensive experience negotiating complex agreements within professional services procurement frameworks, vendor risk and third-party assurance policies
• Proven experience exceeding revenue targets by effectively managing an evolving pipeline and sales process
• Excellent communication skills and the ability to present confidently to various professional services audiences, from practice leads and delivery teams to senior partners
• Deep understanding of professional services buying cycles, decision-making processes, and key pain points, including the client confidentiality and regulatory obligations firms operate within
• A strategic, analytical approach to assessing the professional services market combined with creative, tactical execution to capture opportunities
• A passion for and/or experience with advanced AI systems and their applications. You feel strongly about ensuring frontier AI systems are developed safely and ethically for professional services use