Enterprise Account Executive, Industrials

About the role

As an Enterprise Account Executive on Anthropic's Industrials team, you'll drive the adoption of safe, frontier AI by securing strategic deals with manufacturers, energy companies, aerospace, automotive, and heavy industry. 

You'll leverage your consultative sales expertise in industrial markets to propel revenue growth while becoming a trusted partner to industry stakeholders. Our aim is to help them embed and deploy AI across engineering, operations, supply chain, and quality while uncovering its full range of capabilities. In collaboration with 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 within manufacturing, energy, aerospace, and automotive organizations, pinpointing high-potential opportunities, and executing strategies to capture them. By driving deployment of Anthropic's emerging products, you will help industrial enterprises obtain new capabilities while also advancing the ethical development of AI.

Responsibilities

• Win new business and drive revenue for Anthropic within the industrials sector, focusing on manufacturers, energy companies, aerospace, automotive, and heavy industry. Navigate complex industrial organizations to reach key decision-makers, educate them about our services, and help them succeed with Anthropic. You'll own the full sales cycle, from outbound to close

• Design and execute innovative sales strategies tailored to industrial procurement cycles, capital and operational budgeting processes, and safety and compliance requirements to meet and exceed revenue quotas. Analyze 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, operations, supply chain, quality, maintenance, and field service. Collaborate cross-functionally to differentiate our offerings for industrial applications

• Navigate complex industrials stakeholder ecosystems including engineering leadership, operations leaders, plant managers, and supply chain teams to build consensus and drive deals forward

• Inform product roadmaps and features by gathering feedback from industrial users and conveying market needs. Provide insights that strengthen our value proposition for industrials organizations

• Continuously refine the industrial sales methodology by incorporating learnings into playbooks, templates, and best practices. Identify process improvements that optimize sales productivity and consistency across manufacturing, energy, aerospace, and automotive organizations

You may be a good fit if you have

• 5+ years of enterprise sales experience in industrials, with demonstrated success covering manufacturing, energy, aerospace, and automotive organizations

• A track record of managing complex sales cycles within industrial organizations and securing strategic deals by understanding both technical requirements and industrials use cases

• Extensive experience negotiating complex agreements within industrial procurement frameworks, including understanding of engineering-led evaluation and safety review cycles

• Proven experience exceeding revenue targets in the industrial sector by effectively managing an evolving pipeline and sales process

• Excellent communication skills and the ability to present confidently to various industrial audiences, from plant managers and engineers to engineering and operations leadership

• Deep understanding of industrial buying cycles, decision-making processes, and key pain points across