Enterprise Account Executive, Industrial
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 industrial organisations across the EMEA markets. You'll drive the adoption of safe, frontier AI by securing strategic deals with manufacturers, engineering groups, energy and utilities providers, and logistics and supply chain businesses. You'll leverage your consultative sales expertise in the industrial sector to propel revenue growth while becoming a trusted partner to industrial stakeholders, helping them embed and deploy AI while uncovering its full range of capabilities across engineering, operations, supply chain, maintenance and field service. In collaboration with GTM, Product, and Marketing teams, you'll continuously refine our value proposition, sales methodology, and market positioning to resonate with industrial 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 industrial sector. Navigate complex, often global, industrial 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 industrial procurement cycles, capex and opex budgeting, and supplier qualification processes to meet and exceed revenue quotas. Analyse industrial 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 engineering and R&D, plant operations, supply chain and procurement, quality, maintenance, and field service. Collaborate cross-functionally to differentiate our offerings for industrial applications
Navigate complex industrial stakeholder ecosystems including executives, operations and engineering leadership, IT and OT teams, digital transformation functions, and procurement offices to build consensus
Inform product roadmaps and features by gathering feedback from users and conveying industrial market needs. Provide insights that strengthen our value proposition for industrial clients
Continuously refine the industrial sales methodology by incorporating learnings into playbooks, templates, and best practices. Identify process improvements that optimise 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 industrial organisations and securing strategic deals by understanding both technical requirements and industrial use cases
Demonstrated ability to navigate large, multi-site industrial organisations and procurement processes, building consensus among diverse stakeholders including executives, operations and engineering leadership, and IT departments
Extensive experience negotiating complex agreements within industrial procurement frameworks, including supplier onboarding, security and data governance reviews
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 industrial audiences, from plant and engineering managers to senior executives
Deep understanding of industrial buying cycles, decision-making processes, and key pain points, including the regulatory, safety and sustainability pressures industrial businesses operate within
A strategic, analytical approach to assessing the industrial 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 industrial use
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:
£280,000—£330,000 GBP