Mid-Market Account Executive (Tech)

Responsibilities

• As a Mid-Market Account Executive on Anthropic's High Tech team, you'll drive the adoption of safe, frontier AI by securing strategic deals with tech-forward mid-market companies, unlocking new value streams throughout their business
• The role sits at the intersection of consultative selling and technical fluency, helping customers empower their workforce, accelerate processes, and build products with Claude
• In collaboration with GTM, Product, Engineering, and cross-functional teams, you'll continuously refine our value proposition, sales methodology, and market positioning to ensure differentiated value across the ecosystem
• You will be contributing to the GTM strategy for our High Tech team, focusing on sector-specific solutions and strategies within key verticals.
• In addition, the Mid-Market team is pioneering a new scaled sales playbook, where human AEs direct AI Agents to automate key elements of the buyer's journey, while maintaining human engagement with prospects in the elements of a sales process that can't be automated
• Run an end-to-end sales cycle, from first outbound to launch
• Win new business and expand existing accounts
• Build and execute sales strategies that drive quota attainment. Identify market opportunities, generate pipeline, and drive revenue
• Become a trusted advisor to customers, understanding their unique needs and crafting tailored AI solutions
• Leverage your technical aptitude to earn credibility with engineers, product leaders, and executives
• Shape product roadmaps by gathering customer feedback and translating market needs into actionable insights for Product and Engineering teams
• Contribute to the Mid-Market GTM strategy by sharing learnings, refining playbooks, and identifying process improvements that make the team more effective

Benefits

• Comprehensive health, dental, and vision insurance for you and your dependents
• Inclusive fertility benefits via Carrot Fertility
• 22 weeks of paid parental leave
• Flexible paid time off and absence policies
• Mental health support for you and your dependents
• Competitive salary and equity packages
• Optional equity donation matching at a 1:1 ratio, up to 25% of your equity grant
• Retirement plans with competitive matching
• Life and income protection plans
• $500/month flexible wellness and time saver stipend
• Commuter benefits
• Annual education stipend
• Home office stipends
• Relocation support for those moving for Anthropic
• Daily meals and snacks in the office

Qualifications & Requirements

• Demonstrated ability to navigate dynamic stakeholder ecosystems, building consensus and providing innovative solutions to disparate groups
• Proven experience exceeding revenue targets in fast-paced organizations by effectively managing an evolving pipeline and sales process
• Extensive experience negotiating highly complex, customized commercial agreements with multiple stakeholders
• 4+ years of enterprise sales experience driving adoption of emerging technologies with a consultative, solutions-oriented sales approach
• Excellent communication skills with the ability to build trust and credibility with C-level executives
• A passion for and/or experience with advanced AI systems.
• You feel strongly about ensuring frontier AI systems are developed safely
• Experience automating workflows or building automations to handle the repeatable components of a sales process
• We require at least a Bachelor's degree in a related field or equivalent experience
• 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