Account Executive, Mid Market EMEA

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.

As a Mid Market Account Executive at Anthropic, you'll drive adoption of safe, frontier AI by securing strategic deals with established companies of hundreds or thousands of employees across traditional industries including manufacturing, retail, healthcare, financial services, and logistics. You'll leverage your consultative sales expertise to propel revenue growth while becoming a trusted partner to customers, helping them identify practical AI applications that enhance operational efficiency and drive competitive advantage. In collaboration with GTM, product, and marketing teams, you'll continuously refine our value proposition, sales methodology, and market positioning to resonate with conservative business leaders focused on measurable ROI and risk mitigation.

The ideal candidate will have a passion for guiding traditional organizations through technology transformation, building consensus among diverse stakeholders, and executing long-term strategies that drive sustainable AI adoption. By facilitating deployment of Anthropic's AI solutions in established business environments, you will help organizations modernize their operations while advancing the ethical development of AI.

Responsibilities

- Drive new business revenue by navigating complex organizational structures to reach decision-makers and educate them on practical AI applications
- Execute sales strategies tailored to traditional industry procurement cycles and conservative decision-making processes to exceed revenue quotas
- Identify new operational use cases within traditional business functions and collaborate cross-functionally to position AI as practical enhancement solutions
- Build consensus among C-suite executives, IT directors, operations leaders, and procurement teams around AI adoption strategies
- Gather customer feedback to inform product roadmaps and strengthen value propositions for risk-conscious organizations
- Refine mid-market sales methodology by incorporating learnings into playbooks and optimizing processes for longer decision cycles

You may be a good fit if you have:

- 8+ years B2B software sales experience with 5+ years closing in mid-market accounts within traditional industries
- Traditional industry expertise in manufacturing, retail, healthcare, financial services, logistics, or professional services
- Track record closing €100K-€5M deals with 6-12 month sales cycles in conservative business environments
- Experience as a strategic business advisor facilitating change management and technology adoption
- Proven ability navigating complex procurement processes and building consensus among diverse stakeholder groups
- Consultative selling approach translating technical AI capabilities into business language for conservative decision-makers
- History of exceeding quota while managing longer sales cycles across multiple traditional industry accounts
- Strong communication skills engaging audiences from technical teams to C-level executives
- Industry acumen with analytical approach to positioning AI as operational enhancement rather than disruptive technology
- Change management mindset for guiding conservative organizations through technology adoption
- Business outcome focus with ability to articulate ROI frameworks and demonstrate measurable operational improvements
- Passion for AI with commitment to safe, responsible deployment in stability-focused business environments

Deadline to apply: None. Applications will be reviewed on a rolling basis.

Logistics

Education requirements: We require at least a Bachelor's degree in a related field or equivalent experience.

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.

We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.

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

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