Manager, Enterprise Sales - Industries, ANZ
About the role
We are seeking a Manager, Enterprise Sales for Industries to lead the growth of our industries businesses across Australia and New Zealand, bringing Claude to some of the region's most significant organisations. In this critical leadership position, you will build and lead a team of enterprise sales professionals, shape and execute our Industries go-to-market strategy, and be accountable for revenue across a portfolio of strategic accounts. You will work directly with C-level executives on their AI agendas, and bring together our Applied AI, Product, Marketing and Customer Success teams, along with our technology and cloud partners, to take customers from ambition to adoption at scale. You will also represent ANZ's priorities to local and global leadership, so that our approach reflects the regulatory, commercial and cultural landscape of both markets. This is an exceptional opportunity for a seasoned sales leader to shape the adoption of safe, frontier AI in one of the world's most sophisticated technology markets.
Key responsibilities
Shape and execute the Industries go-to-market strategy across Australia and New Zealand, setting priorities, account coverage and plans for a defined set of strategic target accounts
Build, lead and develop a high-performing enterprise sales team, setting a high bar for hiring, coaching and performance
Own team revenue performance, with rigorous pipeline management, forecasting and territory planning
Lead your team through the most complex, multi-stakeholder sales processes, from first executive engagement to negotiation and close
Build trusted relationships with C-level and senior executives, and act as an executive sponsor for key customers
Develop strategic partnerships with major technology partners and cloud providers active in the ANZ market
Collaborate with Applied AI, Product, Marketing and Customer Success teams to adapt Anthropic's offerings for the ANZ market and turn customer feedback into product direction
Conduct market analysis to identify new opportunities and refine our regional approach across industries
Craft and execute strategies to differentiate Anthropic and capture market share in a fast-moving, competitive market
Build and refine the sales methodology, playbooks and operating rhythm that allow the team to scale
Ensure alignment between regional operations and global strategy, representing ANZ's priorities to local and global leadership
Represent Anthropic with key customers and at industry and partner events, communicating our trust and safety principles effectively
Minimum qualifications
15+ years of sales experience, including 5+ years leading enterprise sales teams
A proven track record of success selling technical API products, cloud services or SaaS solutions
Demonstrated ability to build and scale enterprise sales teams in a high-growth environment
Success selling into Australia's and New Zealand's leading enterprises, with a strong understanding of how they evaluate, buy and adopt new technology
Experience leading large, complex sales cycles and building internal champions across business, technology, risk and procurement stakeholders
Strong executive presence, with the ability to engage C-level leaders and explain technical concepts clearly to non-technical audiences
Strong operational rigour in pipeline management, forecasting, and account and territory planning
A history of creative problem-solving and persistence in competitive markets
Preferred qualifications
Experience leading enterprise sales teams across multiple industries in ANZ
Experience selling through partner sales motions, ideally through cloud partners (AWS, Azure, Google Cloud)
Deep knowledge of the enterprise technology industry, particularly in areas like cloud services, data management or AI
Experience bringing new or emerging technology categories to market
Familiarity with the Australian and New Zealand regulatory landscape, including privacy, data sovereignty and AI governance
Experience representing a regional market within a global organisation and influencing senior leadership
A passion for AI and a commitment to its safe and responsible development