Manager, Enterprise Sales - Industries, ANZ

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 We are seeking a Manager, Enterprise Sales for Industries to lead the growth of our industries businesses across Australia and New Zealand, bringing Claude to some of the region's most significant organisations. In this critical leadership position, you will build and lead a team of enterprise sales professionals, shape and execute our Industries go-to-market strategy, and be accountable for revenue across a portfolio of strategic accounts. You will work directly with C-level executives on their AI agendas, and bring together our Applied AI, Product, Marketing and Customer Success teams, along with our technology and cloud partners, to take customers from ambition to adoption at scale. You will also represent ANZ's priorities to local and global leadership, so that our approach reflects the regulatory, commercial and cultural landscape of both markets. This is an exceptional opportunity for a seasoned sales leader to shape the adoption of safe, frontier AI in one of the world's most sophisticated technology markets. Key responsibilities • Shape and execute the Industries go-to-market strategy across Australia and New Zealand, setting priorities, account coverage and plans for a defined set of strategic target accounts • Build, lead and develop a high-performing enterprise sales team, setting a high bar for hiring, coaching and performance • Own team revenue performance, with rigorous pipeline management, forecasting and territory planning • Lead your team through the most complex, multi-stakeholder sales processes, from first executive engagement to negotiation and close • Build trusted relationships with C-level and senior executives, and act as an executive sponsor for key customers • Develop strategic partnerships with major technology partners and cloud providers active in the ANZ market • Collaborate with Applied AI, Product, Marketing and Customer Success teams to adapt Anthropic's offerings for the ANZ market and turn customer feedback into product direction • Conduct market analysis to identify new opportunities and refine our regional approach across industries • Craft and execute strategies to differentiate Anthropic and capture market share in a fast-moving, competitive market • Build and refine the sales methodology, playbooks and operating rhythm that allow the team to scale • Ensure alignment between regional operations and global strategy, representing ANZ's priorities to local and global leadership • Represent Anthropic with key customers and at industry and partner events, communicating our trust and safety principles effectively Minimum qualifications • 15+ years of sales experience, including 5+ years leading enterprise sales teams • A proven track record of success selling technical API products, cloud services or SaaS solutions • Demonstrated ability to build and scale enterprise sales teams in a high-growth environment • Success selling into Australia's and New Zealand's leading enterprises, with a strong understanding of how they evaluate, buy and adopt new technology • Experience leading large, complex sales cycles and building internal champions across business, technology, risk and procurement stakeholders • Strong executive presence, with the ability to engage C-level leaders and explain technical concepts clearly to non-technical audiences • Strong operational rigour in pipeline management, forecasting, and account and territory planning • A history of creative problem-solving and persistence in competitive markets Preferred qualifications • Experience leading enterprise sales teams across multiple industries in ANZ • Experience selling through partner sales motions, ideally through cloud partners (AWS, Azure, Google Cloud) • Deep knowledge of the enterprise technology industry, particularly in areas like cloud services, data management or AI • Experience bringing new or emerging technology categories to market • Familiarity with the Australian and New Zealand regulatory landscape, including privacy, data sovereignty and AI governance • Experience representing a regional market within a global organisation and influencing senior leadership • A passion for AI and a commitment to its safe and responsible development 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. For roles performing work in California: We will consider for employment all qualified applicants, including those with arrest or conviction records or criminal histories, in a manner consistent with the requirements of applicable state and local laws, including the San Francisco Fair Chance Ordinance, the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act. 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. Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links—visit anthropic.com/careers directly for confirmed position openings. 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.