Industry Principal, Business Value

<div class="content-intro"><h2><strong>About Anthropic</strong></h2> <p>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.</p></div><h2><strong>About the role&nbsp;</strong></h2> <p>As an Industry Principal, Business Value at Anthropic, you’ll act as a strategic partner to prospective and current customers. You’ll work closely with sales teams and C-level executives to discover, quantify, and communicate the financial and strategic value of deploying frontier AI across the enterprise. By translating complex technological and operational benefits into hard financial metrics — ROI, total cost of ownership, payback period — you’ll help customers justify transformational decisions and accelerate complex sales cycles.</p> <p>You’ll partner with Account Executives, Applied AI, and GTM leadership across our industry verticals, building the business cases behind Anthropic’s largest enterprise deployments — and helping customers measure and validate the value they realize.</p> <h2><strong>Key responsibilities:</strong></h2> <ul> <li>Value discovery: facilitate workshops with key stakeholders (Finance, Operations, IT, HR) to uncover business drivers and operational inefficiencies</li> <li>Business case development: build robust financial models, ROI analyses, and Total Cost of Ownership (TCO) comparisons that articulate the value proposition</li> <li>Executive presentation: translate data-driven insights into board-room-ready presentations tailored to economic buyers</li> <li>Sales enablement: coach cross-functional sales teams to have compelling, value-oriented conversations and equip them with value-selling tools and frameworks</li> <li>Value realization: partner with customers post-implementation to measure