Head of Sales Excellence & Methodology

<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</strong></h2> <p>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 &amp; 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.</p> <p>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. That means earning sponsorship from senior sales leadership, equipping frontline managers to coach to the methodology instead of only inspecting for it, and building alongside sellers so the result reflects how deals are really won.</p> <p>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. You will set direction, [build and lead a team], and stay close enough to the field to know when something is not working.</p> <h2><strong>Key responsibilities:</strong></h2> <ul> <li> <p>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</p> </li> <li> <p>Design and run the rollout and reinforcement of methodology changes across the sales organization, securing executive sponso