Head of Sales Excellence & Methodology

Join Anthropic, a rapidly growing AI company, as the Head of Sales Excellence & Methodology. In this leadership role, you will define and evolve Anthropic's sales methodology, lead the organization through its adoption, and ensure it becomes part of the operating rhythm. You will work closely with senior sales leadership, frontline managers, and sellers to create a common language for selling across different customer segments and regions.

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

Responsibilities

• Définir, documenter et faire évoluer la méthodologie de vente et les normes de processus d'Anthropic, y compris la découverte, la qualification, la stratégie de deal et la révision des deals.
• Concevoir et exécuter le déploiement et le renforcement des changements de méthodologie à travers l'organisation de vente, en sécurisant le parrainage exécutif.
• Équiper les managers de première ligne pour qu'ils coachent la méthodologie lors des revues de pipeline, des revues de deals et des prévisions, afin qu'elle devienne partie intégrante du rythme opérationnel.
• 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
• Have built programs with sellers and sales leaders, testing them on live deals, instead of handing down finished programs
• Have worked directly with senior sales leaders and frontline managers to secure sponsorship for change, including holding a position constructively when they disagreed
• Practitioner-level expertise in sales methodology and sales process design, including discovery, qualification, deal strategy, deal review, and forecasting
• Have defined and tracked adoption and impact measures that go beyond completion and satisfaction scores
• Have led a methodology or sales process change across a sales organization, and can show how seller behavior and results changed as a result
• Communicate clearly, in writing and in conversation, with executive audiences

Requirements

• Have run enablement or sales excellence programs spanning multiple geographies, segments, industries, or roles
• Prior experience carrying a quota or leading a sales team
• Hands-on experience using Claude or similar AI tools to automate or personalize coaching and reinforcement
• Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience
• Experience at an AI company or an enterprise technology company during a period of rapid sales team scaling
• Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience
• Experience building and leading a team of senior enablement or sales excellence professionals
• A clear, experience-based view of where common sales methodologies break down in practice
• Experience selling, or enabling the sale of, complex technical products to both technical and business buyers

Pay

USD 310,000 - 360,000