Scaled Enterprise Account Executive, Industries

About the company

the company’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.

the company's Scaled Enterprise team is a high-velocity sales motion built to bring frontier AI to a broad set of enterprise accounts. We're focused on reaching new customers efficiently, turning first conversations into real, expanding partnerships, and building the playbook for how the company shows up at scale.

• Own all revenue outcomes for a book of enterprise accounts, driving new logo acquisition and early expansion across multiple use cases
• Generate the majority of your own pipeline through outbound, creative prospecting, and proactive multithreading into enterprise accounts that have not yet engaged with the company
• Run a high-velocity sales cycle from first meeting through close, qualifying quickly, advancing rigorously, and knowing when to walk
• Develop a clear point of view on where Claude creates value in each account and bring that POV to technical and business stakeholders alike
• Build relationships with directors, VPs, and executive sponsors within your enterprise accounts, earning the right to expand by delivering early wins
• Negotiate and close commercial agreements involving technical evaluations, security review, and enterprise procurement
• Partner with Product, Applied AI, and Engineering to surface what's working, what's not, and what enterprise buyers need next
• Contribute to the playbook, proof points, and motion that this team is building from the ground up

• 3-5+ years selling into enterprise accounts as a full-cycle individual contributor carrying a bag, with a track record of consistently exceeding quota
• Experience selling at a hypergrowth company, where the playbook was still being written and you helped write it
• A hunter mindset and demonstrated success generating your own enterprise pipeline and breaking into new enterprise accounts
• Experience running enterprise sales cycles involving technical evaluations, security review, and procurement
• Comfort engaging both technical and business buyers at the director and VP level within enterprise organizations
• Background selling platform, API, cloud infrastructure, developer tools, or AI/ML into enterprise
• Strong commercial instincts and the ability to qualify quickly and advance rigorously
• Genuine interest in AI and strong alignment with the company's mission of developing AI systems that are safe and beneficial

• Experience at a hypergrowth enterprise infrastructure or developer tools company in its scaling years
• Track record as one of the early AEs on a new team, segment, or product where you helped build the motion rather than inherit it
• Background in developer tools, API, or AI/ML sales into technical buyers

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.

$290,000—$380,000 USD

Logistics

Minimum education:

Bachelor’s degree or an equivalent combination of education, training, and/or experience

Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience

Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position

Location-based…