Head of Enterprise Sales, Industries

About the role

As the leader of our Enterprise Industries sales organization, you’ll shape how enterprises across telecommunications, media & entertainment, retail & consumer, industrials & manufacturing, and business services adopt Claude responsibly, at scale, and in production.

You’ll build and lead industry‑aligned teams of Account Executives and front‑line sales leaders, design the coverage and territory model, and create repeatable industry plays that turn early wins into durable, scaled adoption. The selling is technical and multi‑stakeholder — platform decisions, security and procurement rigor, and solutions built on Claude through our API, Claude for Enterprise, Claude Code, and partner cloud platforms — and you’ll stay personally engaged with executives on the pursuits that matter most.

• Define industry go‑to‑market strategy and coverage design, including segmentation, territories, account prioritization, and vertical value propositions, and evolve the coverage model as the business scales.
• Recruit, coach, and retain Enterprise Account Executives and front‑line sales leaders with deep industry and platform‑selling expertise; develop leadership talent and create career paths that keep top performers growing.
• Codify the use cases, proof points, reference stories, and sales motions that make wins repeatable within each industry, partnering with Marketing, Enablement, and partner teams to scale them.
• Engage personally with C‑level executives on priority pursuits, building business cases and value narratives and navigating complex procurement, security, and legal processes through to production deployment and expansion.
• Own the organization’s revenue targets and operating rhythm, instilling pipeline‑generation discipline and running forecasting, deal inspection, and account planning cadences that make performance predictable and coachable across a high‑volume book of business.
• Partner closely with Applied AI, Solutions Architecture, and Product to design solutions, prove value quickly, and translate industry needs into product and roadmap input.
• Orchestrate cross‑functional and partner motions with Customer Success, Marketing, Partnerships, Legal, and cloud partners to deliver a seamless customer experience, and represent Anthropic with customers and at industry events as a visible, trusted leader.

• Experience leading enterprise sales teams that sell technical, complex products such as API‑first platforms, cloud infrastructure, or data and machine learning platforms.
• A track record of winning and growing enterprise customers, including building C‑suite relationships, in one or more of our focus industries (telecommunications, media & entertainment, retail & consumer, industrials & manufacturing, or business services).
• Experience designing go‑to‑market coverage for an enterprise sales team, including segmentation, territories, and account prioritization.
• Operational rigor across both a high‑volume pipeline and complex, multi‑stakeholder sales cycles, balancing velocity with deal quality and forecasting accurately in fast‑changing environments.
• Credibility with technical buyers and builders — CIOs, CTOs, CDOs — and experience pairing effectively with solutions architects and applied AI teams.
• Strong coaching skills that raise team performance through deal coaching and account strategy, combined with personal effectiveness alongside executives on high‑priority opportunities.
• A genuine interest in deploying AI responsibly and motivation to advance Anthropic’s mission of building safe, beneficial AI.

• Experience leading other sales leaders (second‑line management), or demonstrated readiness to step into that scope.
• Experience building or meaningfully scaling a verticalized or multi‑segment sales organization.
• Experience bringing generative AI or LLM‑based products, or other emerging platform technologies, to enterprises in these industries.
• Experience selling with and through cloud and ecosystem partners such as AWS, Google Cloud, and global systems integrators.
• Experience standing up or running scaled or velocity sales motions alongside…