Enterprise Account Executive, Insurance

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 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 insurance organisations across the EMEA markets. You'll drive the adoption of safe, frontier AI by securing strategic deals with insurers, reinsurers, brokers and MGAs. You'll leverage your consultative sales expertise in the insurance sector to propel revenue growth while becoming a trusted partner to insurance stakeholders, helping them embed and deploy AI while uncovering its full range of capabilities in underwriting, claims handling, and distribution.

In collaboration with GTM, Product, and Marketing teams, you'll continuously refine our value proposition, sales methodology, and market positioning to resonate with insurance 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 insurance sector.
• Navigate complex insurance organisations to reach key decision-makers, educate them about our services, and help them succeed with Anthropic.
• Own the full sales cycle, from first outbound to close.
• Design and execute innovative sales strategies tailored to insurance procurement cycles, vendor risk assessment, and budgeting processes to meet and exceed revenue quotas.
• Analyse insurance 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 underwriting teams, claims operations, actuarial functions, and distribution channels.
• Collaborate cross-functionally to differentiate our offerings for insurance applications.
• Navigate complex insurance stakeholder ecosystems including executives, underwriting and claims leadership, IT departments, risk and compliance functions, and procurement offices to build consensus.
• Inform product roadmaps and features by gathering feedback from users and conveying insurance market needs.
• Provide insights that strengthen our value proposition for insurance.
• Continuously refine the insurance 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 insurance organisations and securing strategic deals by understanding both technical requirements and insurance use cases.
• Demonstrated ability to navigate insurance organisational structures and procurement processes, building consensus among diverse stakeholders including executives, underwriting and claims leadership, and IT departments.
• Extensive experience negotiating complex agreements within insurance procurement frameworks, vendor risk and third-party assurance policies.
• 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 insurance audiences, from underwriters and claims managers to senior executives.
• Deep understanding of insurance buying cycles, decision-making processes, and key pain points, including the regulatory environment insurers operate within.
• A strategic, analytical approach to assessing the insurance market combined with creative, tactical execution to capture opportunities.
• A passion for and/or experience with advanced AI systems and their applications.
• A strong commitment to ensuring frontier AI systems are developed safely and ethically for insurance 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.

Logistics:

• Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience.
• Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience.
• Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position.
• 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 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.