Strategic Pursuits Lead, RevOps

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.

As a Strategic Pursuits Lead at the company, you will operate as an elite individual contributor running our largest and most complex enterprise pursuits end-to-end. You will serve as the strategic quarterback for high-stakes engagements with Fortune 100 companies and global institutions, owning the C‑suite relationships and discussions each pursuit demands while working hand in hand with the account team and field leadership who own the account.

That ownership is an and, not an or, and the pursuit only works when both are true. You will coordinate across product, research, partnerships, legal, and executive leadership, and architect bespoke solutions that unlock transformational business value. When the agreement is signed, you will hand the account back in a healthy state, with the account team positioned to execute what was signed and a playbook behind you.

This role reports directly to the Head of Strategic Pursuits.

• Lead end-to-end orchestration of the company’s most strategic and complex enterprise pursuits, typically $XXXM+ in potential lifetime value

• Own the C‑suite relationships and discussions on each pursuit, in full partnership with the account team and field leadership who own the account

• Design and execute sophisticated account strategies that position Claude as mission‑critical infrastructure for enterprise transformation

• Navigate intricate multi‑stakeholder decision processes across technical, business, legal, security, and procurement functions

• Partner with product and research teams to shape custom solutions and influence roadmap priorities for strategic accounts

• Coordinate cross‑functional pursuit resources including sales, partnerships, technical specialists, and executive sponsors

• Develop innovative commercial structures, deployment models, and partnership frameworks for complex strategic engagements

• Drive competitive differentiation in head‑to‑head pursuits against established technology incumbents

• Codify what works into playbooks and constructs the broader commercial organization can reuse, and plan every pursuit’s handback so the account team is set up to deliver what was signed

• Represent the company in high‑stakes negotiations and executive forums with global business leaders

• 15+ years of progressive experience in enterprise technology, with at least 7+ years personally leading strategic deals or major account pursuits

• Proven track record of closing multiple $50M-100M+ enterprise technology deals with Fortune 100 companies as the primary deal owner

• Deep expertise in complex B2B sales cycles involving C‑suite engagement, technical validation, and cross‑functional coordination

• Demonstrated ability to architect sophisticated solutions that address complex enterprise requirements

• Strong understanding of enterprise AI/ML deployment models, cloud infrastructure, and API integration patterns

• Exceptional strategic thinking with the ability to synthesize business, technical, and competitive dynamics

• Outstanding executive presence and ability to build trust with C‑level stakeholders

• Experience navigating Fortune 500 procurement, legal, security, and compliance processes

• Track record of winning in highly competitive, must‑win pursuit scenarios

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,…