Head of Sales Excellence & Methodology

About Anthropic We're an AI research company that builds reliable, interpretable, and steerable AI systems. Our first product is Claude, an AI assistant for tasks at any scale. Our research interests span multiple areas including natural language, human feedback, scaling laws, reinforcement learning, code generation, and interpretability.

Anthropic

Anthropic is an AI safety and research company working to build reliable, interpretable, and steerable AI systems.

A

anthropic.com

501-1,000 employees

Research Services

Privately Held

5M LinkedIn followers

Raised $128.7B

• Define, document, and evolve Anthropic's sales methodology and process standards, including discovery, qualification, deal strategy, and deal review, so that sellers in every segment and region share a common language
• Design and run the rollout and reinforcement of methodology changes across the sales organization, securing executive sponsorship and making clear what is expected of each level of sales leadership
• Equip frontline managers to coach to the methodology in pipeline reviews, deal reviews, and forecasting, so that it becomes part of the operating rhythm
• Sequence and deliver complex, multi-audience programs across geographies, segments, industries, and roles that scale globally while adapting where local or segment differences matter
• Develop content, frameworks, and standards together with sellers and sales leaders, testing them on live deals before scaling
• Define the leading and lagging indicators that show whether the methodology is changing seller behavior and outcomes, and act on what the data shows
• Partner with Sales Leadership, Revenue Operations, Product, Marketing, and the wider Sales Enablement team so the methodology is reflected in systems, messaging, and day-to-day workflows
• Apply Claude and internal tooling to personalize coaching and reinforcement, so that quality does not depend on headcount

Required

• Practitioner-level expertise in sales methodology and sales process design, including discovery, qualification, deal strategy, deal review, and forecasting
• Have led a methodology or sales process change across a sales organization, and can show how seller behavior and results changed as a result
• Have run enablement or sales excellence programs spanning multiple geographies, segments, industries, or roles
• Have worked directly with senior sales leaders and frontline managers to secure sponsorship for change, including holding a position constructively when they disagreed
• Have built programs with sellers and sales leaders, testing them on live deals, instead of handing down finished programs
• Have defined and tracked adoption and impact measures that go beyond completion and satisfaction scores
• Communicate clearly, in writing and in conversation, with executive audiences

Preferred

• Experience building and leading a team of senior enablement or sales excellence professionals
• A clear, experience-based view of where common sales methodologies break down in practice
• Prior experience carrying a quota or leading a sales team
• Experience at an AI company or an enterprise technology company during a period of rapid sales team scaling
• Hands-on experience using Claude or similar AI tools to automate or personalize coaching and reinforcement
• Experience selling, or enabling the sale of, complex technical products to both technical and business 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.
• Annual Salary
• $310,000—$360,000 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 hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.
• Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.
• Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links—visit anthropic.com/careers directly for confirmed position openings.
• How we're different
• We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.
• The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.
• Come work with us!
• Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process.

• Competitive compensation
• Optional equity donation matching
• Generous vacation
• Parental leave
• Flexible working hours