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Anthropic is seeking an Enterprise Account Executive to drive adoption of its AI productivity SaaS solution across the DACH region (Germany, Austria, Switzerland), with a focus on the Energy & Utilities sector. You will own the full enterprise sales cycle—from prospecting and discovery through negotiation and close—targeting large corporations, technology companies, and research institutions. Your responsibilities include:
• Winning new business and driving revenue within the enterprise sector across DACH, navigating complex organizational structures to identify and educate key decision-makers on Anthropic's AI capabilities and business value.
• Designing and executing tailored sales strategies that align with enterprise procurement cycles and budgeting processes, analyzing market landscapes to translate strategic plans into targeted sales activities and campaigns.
• Spearheading market expansion by identifying new use cases within enterprise departments and innovation centers, collaborating cross-functionally to differentiate offerings for enterprise applications.
• Managing complex stakeholder ecosystems—including executives, administrators, IT departments, and procurement offices—to build consensus within DACH business culture and practices.
• Gathering feedback from enterprise users to inform product roadmaps and convey market needs from the German enterprise landscape, strengthening the value proposition for enterprise customers.
• Refining enterprise sales methodology by incorporating learnings into playbooks, templates, and best practices, identifying process improvements that optimize sales productivity.
You will collaborate with GTM, Product, and Marketing teams to continuously refine value propositions and market positioning. The role is based in Munich with hybrid working available (minimum 25% office presence expected).
REQUIREMENTS:
• Native German speaker with excellent written and verbal communication skills in German and English
• 7+ years of B2B sales experience in enterprise technology, preferably in SaaS or emerging technologies
• Specialized sales experience in Energy & Utilities sector
• Track record of managing complex sales cycles within large enterprise organizations and securing strategic deals by understanding both technical requirements and business use cases
• Demonstrated ability to navigate enterprise bureaucracies and procurement processes, building consensus among diverse stakeholders
• Extensive experience negotiating complex agreements within enterprise procurement frameworks and policies
• Proven experience exceeding revenue targets in the enterprise sector by effectively managing evolving pipelines
• Excellent presentation skills across various enterprise audiences, from technical teams to senior executives
• Deep understanding of enterprise buying cycles, decision-making processes, and key pain points, particularly within the German market
• Strategic, analytical approach to market assessment combined with creative, tactical execution
• Passion for and/or experience with advanced AI systems and their applications in enterprise environments; commitment to ensuring frontier AI systems are developed safely and ethically
• Bachelor's degree or equivalent combination of education, training, and professional experience
• Field of study relevant to the role as demonstrated through coursework, training, or professional experience
