Head of Sales Excellence & Methodology

About the role:

Anthropic's sales organization is growing quickly across segments, industries, and geographies, and how we sell has to mature as fast as the team does. We are looking for a Head of Sales Excellence & Methodology to own the substance of sales enablement at Anthropic: the sales methodology itself, the standard for what excellent selling looks like here, and the change management that makes it stick in the field.

You will define a common way of selling that holds up across very different customers, from startups to the largest global enterprises, and then lead the organization through adopting it. 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.

Key responsibilities:

• Define, document, and evolve Anthropic's sales methodology and process standards, including discovery, qualification, deal strategy, and deal review, so that sellers in every segment and region share a common language
• Design and run the rollout and reinforcement of methodology changes across the sales organization, securing executive sponsorship and making clear what is expected of each level of sales leadership
• Equip frontline managers to coach to the methodology in pipeline reviews, deal reviews, and forecasting, so that it becomes part of the operating rhythm
• Sequence and deliver complex, multi-audience programs across geographies, segments, industries, and roles that scale globally while adapting where local or segment differences matter
• Develop content, frameworks, and standards together with sellers and sales leaders, testing them on live deals before scaling
• Define the leading and lagging indicators that show whether the methodology is changing seller behavior and outcomes, and act on what the data shows
• Partner with Sales Leadership, Revenue Operations, Product, Marketing, and the wider Sales Enablement team so the methodology is reflected in systems, messaging, and day-to-day workflows
• Apply Claude and internal tooling to personalize coaching and reinforcement, so that quality does not depend on headcount

Minimum qualifications:

• Practitioner-level expertise in sales methodology and sales process design, including discovery, qualification, deal strategy, deal review, and forecasting
• Have led a methodology or sales process change across a sales organization, and can show how seller behavior and results changed as a result
• Have run enablement or sales excellence programs spanning multiple geographies, segments, industries, or roles
• Have worked directly with senior sales leaders and frontline managers to secure sponsorship for change, including holding a position constructively when they disagreed
• Have built programs with sellers and sales leaders, testing them on live deals, instead of handing down finished programs
• Have defined and tracked adoption and impact measures that go beyond completion and satisfaction scores
• Communicate clearly, in writing and in conversation, with executive audiences

Preferred qualifications:

• 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
• Prior experience carrying a quota or leading a sales team
• Experience at an AI company or an enterprise technology company during a period of rapid sales team scaling
• Hands-on experience using Claude or similar AI tools to automate or personalize coaching and reinforcement
• Experience selling, or enabling the sale of, complex technical products to both technical and business buyers

Compensation:

The annual compensation range for this role is $310,000 to $360,000 USD. 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: Anthropic does sponsor visas, but is not able to successfully sponsor visas for every role and every candidate.

How we're different:

We believe that the highest-impact AI research will be big science. We view AI research as an empirical science, and we value communication skills as a highly collaborative group. 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.