Head of Sales Excellence & Methodology

The posting, as Anthropic wrote it

About Anthropic

Anthropic’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.

About the role

Anthropic's sales organization is growing quickly across segments, industries, and geographies, and how we sell has to mature as fast as the team does. We are looking for a Head of Sales Excellence & Methodology to own the substance of sales enablement at Anthropic: the sales methodology itself, the standard for what excellent selling looks like here, and the change management that makes it stick in the field.

You will define a common way of selling that holds up across very different customers, from startups to the largest global enterprises, and then lead the organization through adopting it. That means earning sponsorship from senior sales leadership, equipping frontline managers to coach to the methodology instead of only inspecting for it, and building alongside sellers so the result reflects how deals are really won.

This is a leadership role for someone who has taken a sales organization through real transformation and can show that it changed behavior and results. You will set direction, [build and lead a team], and stay close enough to the field to know when something is not working.

Key responsibilities

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

Minimum qualifications

Practitioner-level expertise in sales methodology and sales process design, including discovery, qualification, deal
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n our team.

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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.