Enterprise Account Executive - Retail

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 retail organisations across the EMEA markets. You'll drive the adoption of safe, frontier AI by securing strategic deals with retail brands. You'll leverage your consultative sales expertise in the retail sector to propel revenue growth while becoming a trusted partner to retail stakeholders, helping them embed and deploy AI while uncovering its full range of capabilities in merchandising, customer experience, and store operations. In collaboration with GTM, Product, and Marketing teams, you'll continuously refine our value proposition, sales methodology, and market positioning to resonate with retail 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 retail sector. Navigate complex retail organisations 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 retail procurement cycles and budgeting processes to meet and exceed revenue quotas. Analyze retail 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 merchandising teams, e-commerce divisions, and store operations. Collaborate cross-functionally to differentiate our offerings for retail applications
• Navigate complex retail stakeholder ecosystems including executives, administrators, IT departments, and procurement offices to build consensus
• Inform product roadmaps and features by gathering feedback from users and conveying retail market needs. Provide insights that strengthen our value proposition for retail
• Continuously refine the retail 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:

• 8+ years of B2B sales experience in SaaS, API solutions, or emerging technologies.
• A track record of managing complex sales cycles within retail organisations and securing strategic deals by understanding both technical requirements and retail use cases
• Demonstrated ability to navigate retail organisational structures and procurement processes, building consensus among diverse stakeholders including executives, administrators, and IT departments
• Extensive experience negotiating complex agreements within retail procurement frameworks and 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 retail audiences, from merchandisers and category managers to senior executives
• Deep understanding of retail buying cycles, decision-making processes, and key pain points
• A strategic, analytical approach to assessing the retail 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 retail use